#Perspective roughly means “a feeling or opinion about something or someone” according to the dictionary. In other words, it’s a viewpoint or standpoint.
It has something to do with a person’s cultural background, age, qualification, experience etc.
Now, what is perspective in #sales?
It is the seller’s point of view.
According to a 2018 #CSO #Insights report, “The Growing Buyer-Seller Gap: Results of the 2018 Buyer Preferences Study,” the buyers are most likely to reward sellers who provide insights & perspective during the sales process.
“To do that sellers must understand the buyer’s business, demonstrate excellent communication skills and focus on post-sale success”, according to #MillerHeiman Group,
They say, “perspective is the best way for sellers to differentiate themselves from the competition. They further state that the ability to deliver informed insights separates top sales teams from the rest of the pack in today’s marketplace.”
Miller Heiman group further says, “Perspective could be data, insights or information that helps buyers see their challenges and solutions in a new light or causes them to think differently. It could be a case study or an innovative idea.”
They are of the opinion that “by providing buyers with the right combination of mindset, insight and experience, you can differentiate your sales organization from the competition and develop more meaningful relationships with customers.”
So, we get it. It is perspectives all the way. Conveying your perspective to the buyer, making the buyer to think differently, helping them solve their problems & helping them grow their businesses will see you through.
On the lighter side, here is an example of perspectives in life:
I drew this picture today [can’t believe, I did]. What are your thoughts?
You might imagine that this is a picture of a twenty something woman with big eyes, a bright smile & full of energy. That’s your perspective.
On the other hand, someone might look at it and say “this is someone with grace, kindness & full of love at an age where her warm smile beats the best make-up kit ever made.” So, that’s another perspective.
Coming back to Sales, offer the right perspectives & insights that benefit your buyers’ businesses.
Are you maximizing your revenue potential with your clients? Are you extending your Customer Life Cycle? Are you able to acquire net new clients, retain them and most importantly are you able to improve your profitability? Are you engaging your clients enough to drive their buying behaviour and get their mind share? Are you able to sustain that engagement? Are you using digital tools and technologies to improve your customer engagements and customer relationships? Is your Organization customer centric? Are your customers loyal to your brand? What are you doing to build their trust and confidence in you?
In essence, have you measured the Life Time Value of each of your customers and worked towards improving the relationship to increase that Life Time Value ?