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Perspective in Sales!

#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.

Offer perspectives & insights. Win hearts!

#HappySelling

#b2b #b2bsales #innovation #problemsolving #elevatesalesprofession

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Developing a customer’s mind-set!

The quick brown fox jumps over the lazy dog.

I started my career selling Publishing Software & High Resolution Laser Printers before moving into Enterprise Software.

Working with Printers & Publishers & also coming from a Mech Engg background, I quickly developed an eye for precision in printing.

The first line in this post is a Pangram – a sentence that contains all of the letters of the English alphabet [not Google’s parent company]. 🙂

This is to check the typeface or fonts. Initially, I used to wonder what the meaning of this sentence is.

My clients looked at the samples I gave them, with lenses kept close to their eyes.

I gave them both image & text samples.

I met clients in their shop floor where printing was on. I have seen the printing units of many newspapers / magazines / security printers / big printers / small printing shops.

At one point, I started thinking like the way they think. Call it “mirroring customer’s mind-set”.

From then on, I was forever on the “Problem solving mode”.

Some lessons learnt:

  1. Understanding market needs
  2. What’s your expertise?
  3. What’s the [one] problem that you are solving?
  4. Who is your customer?
  5. Who are his current vendors?
  6. Why should they buy from you?

I strike the best conversation with customers when they are at work but are little relaxed & are in a vacation mode.

These festive times are one such time if your clients are from the manufacturing sector.

I met a Senior editor at a magazine at a time when he was just then blessed with a baby girl. He gave me a box of sweets. That was my first meeting with him. I came back to office & shared the sweets with my colleagues.

#HappySelling!!