Sales Friends,
I get it. We want to be liked. We want to be seen as responsive. We want to show customers that we care and that we listen and that we can follow instructions…
All of those things are wonderful. But there’s just one little problem: very often defaulting to our prospect’s (or their procurement people’s) process doesn’t work out so well for us…doesn’t increase our win-rates…doesn’t help us set apart from competition…and, honestly, doesn’t even ensure we will get the customer what they really need.
While there are a whole lot of salespeople who (incorrectly) believe they can win deals by scoring “obedience points,” the reality is that we don’t get paid to do work, follow asinine processes, or jump through hoops.
In Episode 19 of the podcast, Mike continues the mini-series tackling the very common (and ugly) reasons that salespeople and sales teams are not as effective as they could be – and, specifically, why they are not viewed like the pros, advisors, experts, consultants, and value-creators they so badly want to be.
Buckle up for straight talk and blunt truth as Mike unpacks reasons 5 and 6 of the…
UGLY 8 WHY SELLERS GET VIEWED AS AMATEURS, RELEGATED TO VENDOR STATUS & COMMODITIZED
And if you’re not a podcast person, go grab the free PDF guide where Mike outlines these ugly eight reasons so you can evaluate which of these may be hurting your sales effort and results. Download it here: mikeweinberg.com/ugly8
