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Customer Success Starts With How We Sell
The best way to improve your sales results? - Prioritise your customers' success - Monday 11 September
Peter Button
September 11, 2023
Hello Subscriber,
I hope you’ve had a great weekend!
For many years, I’ve become increasingly uncomfortable with the content of lots of conventional sales training.
I’ve been especially concerned with the huge focus on “overcoming objections and closing techniques”. YouTube and LinkedIn are full of advice like this:
There will always be objections when you’re trying to close a sale. It’s just part of the process. The key is to anticipate those objections and have a plan for overcoming them. What objection could your buyer possibly have, and how can you counter it? Be prepared for anything and you’ll be one step closer to closing the deal.
And I fundamentally disagree with this approach to selling.
Why?
Because this approach to selling is all about the priority of winning the business and getting the purchase order, regardless of any clarity about likely customer success.
Some people reading this might be thinking, “Of course, the priority is winning the business and getting the purchase order. That’s my job as a salesperson!"
What Should We Prioritise?
Sales Reset is all about making the choice between two conflicting approaches to our roles.
Here’s the choice that people in selling roles face. Is it our job to:
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