Читать книгу Selling With Noble Purpose - McLeod Lisa Earle, Lisa Earle McLeod - Страница 22

Salespeople who sell with a Noble Sales Purpose (NSP), who truly want to make a difference in the lives of their customers, outsell salespeople focused on internal targets and quotas.

Transactional sellers	Noble Purpose sellers
Think short‐term	Think about long‐term customer impact
Fail to connect the dots between product and customers' goals	View product as an opportunity to positively impact customers' goals
Have a default response to lower the price	Sell at a high margin because they enable the customer to see the value

In traditional sales organizations, the sales ecosystem surrounding the sales team (CRM, recognition, manager interactions, etc.) points toward internal targets instead of customer impact. When targets and quotas are the primary organizing element of a business, the result is mediocrity at best. Instead of making more money, you make less.

Aligning a sales force around a Noble Sales Purpose (NSP):

 Brings the customer's 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

 Differentiates you from the competition in a way that product features cannot

 Improves emotional engagement

 Gives you a North Star during times of stress and change

When your entire organization is focused on making a difference to customers, people engage more deeply, they care more, and customers respond, and you win the market.

Do one thing: Look at the ecosystem surrounding your sellers, and ask yourself: are they pointed toward customers, or toward internal targets? Identify one area you can infuse the customer's voice into the conversation.