#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.
I had started my consulting business and I was struggling to get clients. I was into pure play IT Consulting. Also, I had partnered with two software product companies then. It wasn’t easy.
That was the time, I was asked by some customers if I could help them find talent. I hadn’t thought of Recruitment / Placement as a business until then. I jumped at the opportunity. Like any normal sales guy would. I was and am a die-hard optimist.
My team & I went on to build a great name for the next several years. My company Gyanagni Consulting was synonymous with QUALITY. We found only highly talented people & spoke to them about our clients first. We didn’t speak about the opportunity first. Our approach was entirely different from the rest of the market.
I am a Sales guy. So, like any typical sales guy, I sold the jobs to the job seekers but only after I sold them on the Organization. I sent them an email with the JD and a list of reasons why they should consider joining my client. I doubt anyone did that during that time and many candidates had told me that that helped them take a decision.
Similarly, at the client’s end, my team & I wrote a summary page for each candidate. The summary page would have all the details and a note on the awards, certifications, attitude etc.
Several clients had told us that the summary page was phenomenal and that helped them save time. The profiles we shared with our clients were looked at with great respect.
One leads to the other. Treat all the small opportunities that come your way with utmost attention. Who knows, what’s in store.
First of all, What is Value? Value is the benefit that the Customer perceives to get when they buy your Product or Service.
Let us say I want to buy a membership in one of the top clubs in the city. The Value I perceive is the networking opportunity I get. But that is not a service that the club offers. The services they offer are dining, recreational, sports, fitness etc. You see the difference.
In our everyday Sales situations we should offer Value to clients. To do this, we should put ourselves in their shoes & look at the problems that need to be solved. Genuinely, that is.
It is not about what we have got to offer. It is about their problems & how can they solve them.
Some ideas for delivering Value:
1. Tell them how they can increase their bottom line, grow their business further, they will sit up & take note of it.
2. Write some content on why you think they are better than their competitors.
3. What their Competitors are doing that they are not.
4. Who are the movers & shakers in their Industry, what are they doing & where are they going.
5. Tell them how to get more customers.