We all have targets, and we all want to hit our numbers, but we simply can’t engage with clients for the sole purpose of closing. Don’t get me wrong, of course our goal is to win deals, but only the right deals. Deals that can deliver significant value over time for all parties – buyers and sellers. Sales is a win-win proposition, so there’s really no point in convincing when it’s all about alignment and mutual value.
This win-win approach requires integrity, authenticity, and deep respect for your customers and colleagues. If your solution is not a great fit for certain clients – walk away. If some clients are not a great fit for you – walk away. Walk away as soon as you realize that. Stop convincing clients when there’s not enough intrinsic value, and stop convincing your colleagues that your deals are solid. Winning clients that quickly cancel their contracts, divert your roadmap or exhaust your customer success and service resources, is destructive.
It all makes sense, but when we feel the pressure to perform, we tend to act irrationally. We want to convince, sell, close, no matter what. In an effort to reach our goals, we promise unrealistic deliveries, push when there’s not enough value, provide heavy discounts, and avoid asking the hard questions, hoping that it will all work out in the end. But, unfortunately, it doesn’t work out, and at best we’ll end up with mediocre results.
Transitioning and evolving to a win-win sales approach requires discipline, tools, checks and balances, and a healthy team culture. TopSales Conscious Selling Training provides the processes, tools and structure to elevate your sales skills, eliminate dysfunctional behaviors, and lead your team to long lasting sales success.