Читать книгу Selling With Noble Purpose - McLeod Lisa Earle, Lisa Earle McLeod - Страница 19

Your Noble Sales Purpose points you in a nobler and, ultimately, more profitable direction. It's the starting point for a series of changes that can dramatically improve your sales force and the bottom line.

An NSP:

 Brings the customer voice to the front and center of the conversation

 Provides an organizing framework for planning and decision-making

 Improves the quality of your existing sales training

 Helps mid‐level performers set more ambitious goals

 Helps top performers stay focused on delivering value

 Differentiates your conversations with customers in a way products and specs cannot

 Acts as a reset button during times of challenge and change

This book is written for sales leaders because you set the tone for your organization. Whether you're the Chief Revenue Officer, a sales manager, an aspiring sales leader, or a CEO who wants to change the way your team approaches customers, your mindset, language, and strategy are where everything starts.

An NSP is not a tactic. It's a strategic shift in the way you approach your business. It's more than a simple sales technique; it's a sales leadership philosophy that turbocharges all other techniques. It's the missing ingredient a sales force needs to take their performance to the next level.

You gain the following from approaching sales with an NSP mindset:

 Your sales team becomes more resourceful since they're always looking for ways to help customers' businesses.

 Clients take you to the higher‐level people in their organizations because they see you as a resource and not someone in it only for their own quota.

 You shorten the sales cycle. You ask more robust and second‐tier questions, delving into critical customer business issues and creating urgency.

 You bring the customer's voice into your organization, which helps you create better products, services, and marketing.

 You create proposals and presentations that are more compelling and persuasive because they're organized around the client's goals, not focused on your product's or service's features and benefits.

 You don't have to “act like” you care about your customers, because you really do care.

 You love your job because you have a more noble purpose than just “selling stuff to make money.”

 You're more likely to talk about your job in social situations, and when you do, people are more likely to be interested in hearing about it—since making a difference in people's lives is exciting.

 Sales coaching improves because leaders speak in depth about client situations and goals.

 You're better able to manage obstacles because you don't get defensive and take them personally. You see them for what they are: simple requests for help.

 Your NSP becomes your North Star: a way of resetting yourself during tough times.