Читать книгу Selling With Noble Purpose - McLeod Lisa Earle, Lisa Earle McLeod - Страница 38

Selling with Noble Purpose goes beyond pleasing customers; it's about improving customers. Customer centricity, as it is traditionally practiced, often puts employees in a reactive role. You want a team that is proactive about customer impact.

To fully engage your team, you must address the two big human needs:

 Belonging: We want to be part of something bigger than ourselves.

 Significance: We want to know our work makes a difference.

Sellers who go into sales calls with a clear picture of the impact they want to have on customers are more powerful and more emotionally engaged.

An NSP answers three questions for your team:

 What impact do you and your company have on customers?

 How are you different from the competition?

 On your best day, what do you love about your job?

Noble Purpose is available to everyone, including companies like foundation repair, IT support, financial services, and travel.

A Noble Purpose is no guarantee you'll create a top‐performing, differentiated, all‐in, do‐the‐right‐thing organization, but it's very difficult to create that kind of organization without one.

Do one thing: Ask yourself and your team, “When did I (we) make a difference to a customer?” Notice how you feel. Sharing these stories is how you start reframing the sales narrative of your organization.