Question
'New Sales. Simplified.' challenges traditional sales practices by advocating for a more customer-centric approach. It warns against the pitfall of self-focus in sales pitches and encourages salespeople to understand customer issues rather than just promoting product or company attributes. The book also advises limiting the time spent on responding to RFPs due to their low success rate, suggesting that sales efforts can be better utilized elsewhere. Furthermore, it emphasizes the importance of investing in the development of sales capabilities, especially for companies with premium priced products. It encourages salespeople to tell a premium sales story to match the premium pricing, challenging the common excuse of losing out to competitors based on price.
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Limit the time and effort you spend to respond to RFPs, or requests for proposals. Sales experts warn that although it can be exciting to get these requests, the rate of success with RFPs is low because you are probably responding to a request that your competitor helped the prospect write. The number one pitfall in a sales pitch is self-focus. Identify whether this is a problem in your organization by this test: Ask your sales leaders what they can tell you about your company. If they respond with product or company attributes rather than customer issues, you have a problem. Companies with premium priced products must be prepared to invest in the development of sales capabilities. A common excuse in these organizations is that salespeople lose out to competitors based on price. If this is a recurring excuse, coach your salespeople to tell a premium sales story to match the premium pricing. Sales experts use this tactic to sharpen their language: As you prepare for a sales call, ask y...
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