If you are part of creating a transaction in any way, this post is for you. David Brock focuses on those with sales in their title, but each of us influences customer choices. He reminds us that each person’s hopes, fears, dreams and challenges are unique to them and the situation they face at a point in time.
The magic of great sales people is their ability to connect, to understand, to empathize, to teach, to engage the customer, individually or as a group.
Source: Partners in Excellence Blog, July 16, 2019. Link. Context is everything. Context is fleeting. It changes with each person and each company over time. The best of us recognize that context is different each time, even with the same individual. Its our job to build the capability to make human-to-human, contextually relevant conversation in real time.
. . . this is the role of great sales people; to understand and engage the customer in ways that are meaningful, relevant, and create value with the customer . . . each time we meet with them.
INSIGHTS: Making a situation work well is often about getting out of our own way. In the articles below, AHD contributor Pat Malone describes skills easily developed when we view our role as decision-getters. In the post below, Brock and Malone offer perspectives on staying in the customers’ context.
Also see: Opinion – Get truly curious about the customer, Animal Health Digest, May 21, 2019. Link.