The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can't Say No To by Vigliotti Douglas

Author:Vigliotti, Douglas [Vigliotti, Douglas]
Language: eng
Format: epub
Published: 2018-01-08T16:00:00+00:00

This model reminds you that your customer is the focal point, but all relationships have two points of view.

● How does your customer view competitor services or products?

● How do they view competitors’ personalities?

● How does your competition view your customer?

● What are their rules with each other?

● Does your customer view competitors as a resource?

● Are they forced to use certain competition? Or do they use them willingly?

● What’s their history?

● How does your customer view the entire industry?

● Where does your customer fit in within the industry in the long term?

● What’s your customer’s role within the industry?

If you’ve truly embraced helping over selling, adopted a customer-first mindset, and built a solid relationship, finding out this information isn’t as daunting as it may seem. Your keen awareness—and having assessed personality types, defined the rules and boundaries of your relationship, and built out your customer’s profile—will set you up to tap into this information. Always remember that honesty reciprocates honesty and trust reciprocates trust.

When you combine your new mindset with your ability to create good timing and find, simplify, and solve problems, you will be in a perfect perfection position to provide CRINGE Solutions—the only solutions worth providing. But, even still, one more thing is needed to create great timing before providing the customer a CRINGE Solution: preparation .

Before I show you how to craft your CRINGE Solutions, let’s take a quick detour, and learn how to . . .

Sharpen Your Axe

Abraham Lincoln is said to have proclaimed, “Give me six hours to chop down a tree, and I will spend the first four sharpening the axe.” What better way to articulate the importance of preparation? I can’t remember a time I prepared well and regretted it, but I can remember tons of times I didn’t and got buried for it. I’m sure you know what I’m talking about—those times when you freeze up in the heat of the moment, unable to think, let alone react. Sometimes I’d be quick on my toes and pull myself back from the brink. Other times I plummeted straight over the cliff. It wasn’t until recently that I came to realize the only thing that saved my ass time and time again was preparation. When the stress level is high and you’re backed into that proverbial corner, the level to which you’re prepared rears its head, every time, without fail.

Two-time Super Bowl–winning head coach Tom Coughlin is known for saying, “You’ve got to earn the right to win.” Earning the right to win suggests we do our best and hardest work before stepping onto the playing field, in the film room, alone when nobody is watching. It insists you prepare for all situations. Coughlin prepares training schedules up to a year in advance so he can pivot immediately if an unexpected change occurs. [29] “Oh, it’s raining today? No problem, let’s move to practice schedule B.” Pretty impressive. For the purposes of being an excellent salesperson, I’m not suggesting you become maniacal in your preparation—but it probably wouldn’t hurt you, either.

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