As many business people commit to worthy-sounding New Year’s resolutions, here are some suggestions to increase the probability that 2016 will be a great year for you and your organization.
We suggest making this a year of sales. Yes, sales! We are not referring to typical pitches and pushing unwanted or unneeded products on clients. Most sales pitches sound the same and are often less than persuasive.
It’s a confusing world for customers. Everyone says they have “unique” solutions and can “solve” the customer’s problems. Resolve to shift from operating in a problem-solving (solution-selling) mode to becoming a genuine sustaining resource for clients.
This is not as simple as it sounds. It requires a change in thinking about your relationship with your customers and the contributions you can make to their organizations.
Listen for Client Needs and Aspirations
In your conversations with current and prospective clients, move beyond “solutions” and delve into ways to anticipate their needs and aspirations. Include listening for what each individual customer wants and needs. Do not ask, “What is important to you?” Instead, listen for their motives and desires.
As the conversation unfolds, keep asking yourself: “What is it like to be them? What is truly important to them? What do they want to create for themselves in the coming year?” Then create a mental picture of them achieving their aspirations.
