Comments on: Boost Your Sales: “Building Trust in Sales: the Win Win Solution,” by Charles H. Green

By: Managers Magazine » Generar Confianza Vendiendo: El Decálogo del Win-Win

Managers Magazine » Generar Confianza Vendiendo: El Decálogo del Win-Win — Fri, 24 Jul 2009 06:11:18 +0000

[...] “Building Trust in Sales: the Win Win Solution” – Charles H. Green - Sales and Management [...]

By: Charles H. Green

Charles H. Green — Wed, 08 Jul 2009 02:19:35 +0000

Deborah,
It’s been my experience–including very very much with consulting firms–that all else roughly equal, the firm that does the better job of truly listening, empathizing, go with the client’s agenda, focus on the long not the short term–that firm overwhelmingly beats the other.

Even when things aren’t equal–when the other firm has an edge in expertise or price–the nod goes to the firm that is devoted to serving the client in a way that the client experiences as trustworthy.

And price? I make it a habit to ask every firm I work with how many lost their last competitive bid on price; and how many won it on price. The answer is very dependable–about 30 – 50% losses on price, and 0 – 5% wins on price. Because–price is a clearing factor, an excuse, a red herring. It is about the relationship–even when, and even especially when, the client says otherwise. Look at behavior–the ultimate test. The winner in consulting is rarely the low bidder. There’s too much at stake for the client.

You’re right, the b-schools teach process, analytics, short-term, metrics-driven. But what works in the world is still a person’s sense of another.
So, keep plugging away, it’s right.

By: deborah nixon

deborah nixon — Tue, 07 Jul 2009 21:00:30 +0000

Charlie: You’re bang on- but it’s HARD. I have to constantly fight myself in resisting the client’s desire for the solution- which I, as expert, am supposed to provide. Training in business school, then 25 years of corporate experience, taught me that having the answer was rewarded. Clients have had the same training. It takes courage, confidence and fortitude to pause, breathe and and to keep questioning and talking with the client. I am learning this but have stumbled alot along the way. We all want to be the Trusted Advisor and I agree with your approach- really listen, question and be patient. But often we are fighting against the big consulting firms who provide the answer- and apparent risk reduction for the client.

We are a lone voice out there- at times.

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Mon, 06 Jul 2009 15:00:11 +0000

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