Author: Roberto Maugeri-de Graaff

Last week I had an interesting chat about LinkedIn.

INTRODUCTION
I am currently developing a new training module for the acquisition of new key customers or for the acquisition of new projects within existing key customers and key customers based on Design Thinking.

To make it relevant for my target group, I am currently contacting sales managers for a short 10-minute interview.

One person has answered my interview request as follows (quote):

FIRST ANSWER
Dear Mr Maugeri-de Graaff, thank you for your question. I’m happy to cooperate. Following conditions (please confirm if OK):

– 10 min conference call without preparation CHF 160

– 10 minutes conference call with preparation CHF 200

– One-hour Skype meeting exclusively for you CHF 300

Since I am fully booked about 3 weeks in advance, please register in time.

Best regards, XXXX

***

Since it was the first time someone requested money for an interview, I wanted to know a little more about what the performance and benefits that would be behind my investment. Because apparently, my potential interview partner had identified me as a potential customer.

MY ANSWER or MY QUESTION
Yes, please. What does this contribute to my success or what can you guarantee?

HIS ANSWER
Depends on what you want to know. I can guarantee nothing but to answer the questions honestly and openly. Email xxxx.xxxx@abc.xy

SUMMARY
This is a classic case of failure to clarify needs and interest in a customer. I often observe this behaviour in my practice as a B2B Sales Accelerator. Sales employees first send a standard offer and only ask themselves afterwards about the usefulness of their services and products. Or they leave it up to the potential customer to imagine or imagine a benefit.

QUESTIONS

Does this procedure bring more success or faster success?

Does the customer feel picked up?

Would this company be perceived as customer-centric?

This week, I was with the sales team of Heizmann AG in the first pilot workshop “WINNING KEY CUSTOMERS” following the methods of DESIGN THINKING: “Directly applicable in everyday sales” or “good structure for my sales work” were two of the feedbacks. The workshop provided the participants with a visual method to approach potential customers, create added value and thus win new customers. Companies that do not regularly win new customers will not survive the next crisis in good shape. The Heizmann company takes precautions and makes itself fit for the future in good times. Using the latest methods. This is what I call #Leadership in sales.

Comment on the article by Christian Fichter, a columnist in the Tagesanzeiger.

Article “Spare us your banal company mission statements!” from 01.04.2019

The author of the TA article “Spare us your banal corporate mission statements” addresses the value attitude of employees. Flanders such as “customer orientation” are empty statements and do not help employees in their everyday lives, says author Christian Fichter. Compliance with corporate values must be monitored, and disregarding them must have consequences, he says.

My commentary on this article looks at how sales departments deal with these values and the statement that more control is needed.

20 years of business customer sales prove: Top salespersons are often not controlled; they are allowed to work as long as they bring “good figures”. That can go well, no problem. But as a CEO or sales manager, I would not rely on that. If things don’t go well, the “corpses” of this salesman only come to light years later and can then be a huge mortgage for the company. That’s why I always give companies a uniform method of selling. This puts the value of “customer orientation” into concrete terms and makes the salesman’s approach comprehensible and replicable. This has various advantages:

1. Supervisors can discuss the Top salesman’s business activities on an objective level
2. The organization learns from the best
3. The salesman is not only “controlled”, but also supported in making the sales opportunities “stronger” in cooperation with his or her superior
4. If the salesperson leaves the company, his chances of selling are not lost

More on that here.

30%* discount for women on all training and coaching sessions in March. This is my contribution to more women in business customer sales.

Today, 8 March on International Women’s Day, I read, heard and received a lot about the lack of equal opportunities for women. There are too few women in politics, on management boards and in other management positions. I cannot change that today and now. But I can help women in a sales management or in Account and Key Account positions to be more successful.

* This is only valid for women and for orders placed until 31 March 2019.