1. The company I work for really brings value.
2. Focusing on the customer's success will bring me success as well.
There are many studies that show that emotions drive decisions, with people using facts to rationalize those decisions later. So just as you turn to your team's faith, don't forget to invest in their emotional sales training so that you can reach your customers' beliefs as well.
Once your team believes, the next practical step toward greater customer orientation is to elevate the art of conversation together. Take the time to perceive and accept their words and feelings in order to come to a common understanding of what is really important. Schedule an individual phone call with your sales representatives, when you both commit to going through the current challenges. Listening to an individual to talk about their emotions is quite different from regular online meetings with the rest of the team. Personal conversations will be richer and make it easier for you to discuss important topics and their approach to customers.
Use an integrated conversation to uncover the root cause of their problems. You may need to swallow a lot before you get to the heart of the problem. That's all right. Listen and then evaluate the situation to help your people understand their deeper issues.
Ask what initiatives they are working on and bring your solution back to this priority.
Once your representatives find both rational and emotional alignment with their potential clients, it's time for a plan and results. Nothing impresses the client more than consciousness, everyone works on the basis of a proven plan. Be a safe choice for your customers. Present the change you're recommending not as one big leap of faith, but as a series of short, achievable milestones. Introduce your team to the client in good time so that they know who is behind the effort to facilitate a smoother conversation.
As a customer-focused partner, you make promises - but it's not a one-sided decision. Your clients must also commit. Keep your promises and stay in touch until the day the client truly realizes the value you promised. Customer timelines may not always match your milestones. As a leader, your job is to give your sales representatives space to serve their customers. Let them be partners and help them create values for which both parties will see real success.