The Evolution of Sales Approaches Won’t End with Insight

first_img Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now After watching this video about Level 4 Value Creation™ posted on LinkedIn, Ben asks whether the ideas popularized by The Challenger Sale and approaches that lead with insight have been commoditized. The short answer here is that we are not even close to having commoditized value-creating approaches to selling to—and serving—our clients.The Evolution of SolutionsMack Hanan wrote the book Consultative Selling in 1970. The central idea in that book was that being consultative meant helping your client improve their profitability. Very few salespeople or sales organizations executed the PIP (profit improvement plans) he recommended in his book. Forty-eight years later, few are even aware of his excellent work, though the book was on it’s eight edition last I checked.You may not even be aware that Michael Bosworth developed and wrote the first book on Solutions Selling in 1994. That makes the ideas in that book decades old, and the version by Keith Eades, New Solutions Selling followed in 2003, fifteen years prior to this post. Solutions Selling was–and is–very widely and successfully implemented, so much so, that I believe Level 3 Value, the ability to solve a client’s dissatisfaction has been commoditized. That said, there are many salespeople and sales organizations that never moved past pitching themselves and their products, some being more successful than others, context being the difference in results.The long evolutionary arc of sales approaches bends towards greater levels of value creation (and how could it be otherwise).A Small Step for Salespeople and Their ClientsIn all of human history, we have advanced steadily forward, always improving things, occasionally stumbling in the most horrific of ways imaginable. We have never, however, gone from Hunter-Gatherer, to Agrarian, to the Industrial Age, to the Information Age, and then back to Industrial Age. These advances are not universal, with some reaching certain paths before others.In sales, we couldn’t help but stumble into leading with insights and ideas as the natural progression from solutions. It was unavoidable that the people who sat across from clients and developed solutions with them would eventually develop the business acumen and situational knowledge necessary to be able to proactively compel their dream clients to change before they suffered from their lack of awareness and/or action. This should come as no surprise, as a “trusted advisor” has always coupled the two ideas that make up the term itself.The answer is no, leading with insights and helping the client decide to change has not yet been commoditized. It will be some time before it is replaced by something even more powerful. But over time, you can count on the bar being raised ever higher, and with it, more being required of salespeople who want to be consultative in their approach.Stay tuned for Level 5.last_img read more

Van Dijk refuses to get drawn into Liverpool title talk

first_imgLiverpool defender Virgil van Dijk insists there is still a long to go in the Premier League title battleThe Reds reclaimed top spot on Sunday after a convincing 3-1 win against rivals Manchester United with a goal from Sadio Mane and substitute Xherdan Shaqiri’s brace.But, with Liverpool just a point above second-place Manchester City, Van Dijk refuses to get carried away as they approach the halfway stage of the season.“We are in mid-December and the season is still too long,” Van Dijk told the club website.divock origi, liverpoolReport: Origi cause Klopp injury concerns George Patchias – September 14, 2019 Divock Origi injury in today’s game against Newcastle is a cause for concern for Jurgen Klopp.Perhaps with one eye on Tuesday’s trip to Italy…“We are very happy we’re in the position that we’re in now but that can change in two or three weeks. We’ll try to keep on doing what we’re doing and stay confident.“Wolves is another game we want to win. It’s going to be very tough there. They are in a great moment but so are we so we will have to prepare well and know their strengths and their weaknesses.”Liverpool will take a trip to Wolves on Friday for their next Premier League match.last_img read more

Supreme Court hearing on union dues

first_img February 27, 2018 Posted: February 27, 2018 Steve Bosh 00:00 00:00 spaceplay / pause qunload | stop ffullscreenshift + ←→slower / faster ↑↓volume mmute ←→seek  . seek to previous 12… 6 seek to 10%, 20% … 60% XColor SettingsAaAaAaAaTextBackgroundOpacity SettingsTextOpaqueSemi-TransparentBackgroundSemi-TransparentOpaqueTransparentFont SettingsSize||TypeSerif MonospaceSerifSans Serif MonospaceSans SerifCasualCursiveSmallCapsResetSave SettingsA decision from the Supreme Court is expected by June on whether requiring workers to pay union fees is unconstitutional.If that happens, it will be a major threat to labor’s membership, financing and political power.KUSI’s Steve Bosh has the story. Supreme Court hearing on union dues Steve Bosh, Categories: Local San Diego News FacebookTwitterlast_img read more