Choose your customer
My workplace environment is competitive. There is an ongoing price war that recently has escalated. Our competitors have a dedicated campaign to win over our customer’s at any cost. They are running a model where revenue’s are not important and volume is. It is changing the way we approach the business for the worse, not better. Significantly enough for me to address this in a recent leadership meeting. I brought in an “outsider” to work with my leadership team on how we drive the bus and dictate the pace in our local market’s.
I discovered a few “facts”:
- we need to re-educate our frontline staff on value selling
- we need to choose who we want to do business with
- we need to provide VALUE, PARTNERSHIP and GAIN TRUST in order to win more customers in an environment where our competition is less focused on revenue than ever
When I review effectiveness and sales behavior it starts with a consistent focus on an adhered to standard. Meaning that, the message from the top down has to mirror the day-to-day expectations of our front line sales people.
Our culture must change. Our beliefs must change and ultimately our results will change. Talk to more people, interview prospects and stop trying to sell everyone. Determine if their needs match our product offering? Are these the type of organizations we WANT do business with. Forget desperation, provide value and partnership and ultimately, be a leader for your prospect during the buying process.
My task is to communicate this to my teams and help them to change the way they position themselves and ultimately, increase their value in the marketplace.
