As trivial as it may sound, the difference is key to the company culture and customer orientation of the organization.
Company facing employees that "Play not to Lose" too often operate in fear with decisions made based upon internal personal risk and conflict avoidance at the detriment of "customer delight".
Customer facing employees that "Play to Win" are usually empowered to engage deeper with the customer to fulfill needs and enhance experiences. Employees that Play to Win find and create solutions to proactively help the customer win.
Let's make it practical... we've all been in a situation where an employee is forced to find a manager to solve a problem. It's frustrating for everyone involved—employees and customers alike.
Instead of giving managers all the power, the best customer experience companies arm all employees with the tools to fix customer problems and empower them to make decisions. Studies show that empowered employees are more satisfied with their jobs, and it's one of the biggest factors in creating a great customer experience.
Instead of waiting for results, issues can be solved immediately in the way that best meets customers' needs. This is no more important than with commercial teams. Salespeople that are compensated on results become short on patience when company culture or process encumber sales and personal income!
Is your organization and people Playing Not To Lose, or are thy Playing to Win?
Be PROACTive!
Contact us for more information on how to ASSESS, DEVELOP, and TRANSFORM your sales program and team today.
Sales Management and Commercial Excellence through Sales Best Practice Audits, Process Development, and Digital & People Transformation.
A good product demo begins with and integrates a solid sales process that places the customer front and centre. In many situations a product demo occurs prior to the "Four Knows" (Bate, S., 2017) with which sales does not hold full situational awareness nor has sales uncovered deep understanding of the customer and their needs. A sales demo must take into consideration the following imperatives or the time, energy, and costs associate with the demo often sunk.
Critical Actions before and during the Sales Demo:
1. Set the objectives of a sales demo including. 2. Establish a Best Action Commitment and Minimum Acceptable Action beforehand. 3. Identify gaps in customer and opportunity knowledge and be explicit in creating a list and asking the prospect. 4. Always check for new information, opportunity updates, and assumptions.
Read more on HOW TO GET IT DONE: https://www.proact.ca/blogs/post/how-to-do-a-great-product-demo
Be PROACTive!
Contact us for more information on how to ASSESS, DEVELOP, and TRANSFORM your sales program and team today.
Sales Management and Commercial Excellence through Sales Best Practice Audits, Process Development, and Digital & People Transformation.
As an SMB owner, tell me about your Talents, Interests, and Purpose? Share how these intersect to create your unique "Sweet Spot" in the market!
Your "Sweet Spot" lies at the intersection of your Talents, Interests, and Passions. It's great when you can follow all at once. Your customers will notice!
1. Take a look at your successes since March and see the commonalities 2. Run a seasonal promotion IE #BlackFriday #CyberMonday or #HolidaySale 3. Find an book or blog on this topic that speaks to you 4. Work on your 2021 marketing strategy now. 5. Make sure you have all the key elements of a successful sales team working for you
PROACT Sales Management can assist your Sales Team and ensure you start 2021 on the right path. For more info visit https://www.proact.ca
Are you still selling like it's 1985? Then you need to contact PROACT Sales Management. Learn more at https://www.proact.ca/blogs/post/stop-selling-live-it-s-1985 Then visit https://www.proact.ca Stop selling like its 1985 at https://youtu.be/wojZTsgUqjc
