Training Industry Magazine - Spring 2015 - (Page 25)
why
by BYRON MATTHEWS
PERSPECTIVE
SELLING MAKES SENSE:
Intellectual and Financial Shifts for a Different Selling Approach
There's selling, just to make a short-term sale. And then there's
perspective selling to share insight, stimulate ongoing sales and
build long-term customer relationships.
Perspective selling is taking what you know, think and
experience, and then using the combination to create
your own distinct point of view. It's converting input
into insights - and then into sales. It's being smart
about the decisions that have to be made in every
interpersonal interaction. It's having the courage to
bring up undisclosed problems, discover untapped
solutions and uncover new ways to deliver value. It's
being authentic, earning every customer's trust.
Thinking differently helps you sell differently, and
the result is a win for both the customer and the sales
professional. Selling with perspective transforms the
complexities and challenges of selling into financial
and intellectual growth opportunities important to
the success of every organization and industry.
Sales leaders can offer perspective to their customers
and sales teams when they have the ability to see
the big picture. This picture helps them see the
effect of a decision on the customer, the sale and the
entire organization. This bigger vision is extremely
valuable, earning the trust of their customers and
sales teams. Providing perspective demands that
sales professionals combine their professional sales
competencies, business judgment and experience
with their knowledge about each customer.
T R A I N I N G I N DUSTR Y MA GAZ INE - SPRING20 1 5 I WWW.TRAIN INGINDU S T RY . C OM/ MAGAZ I NE
25
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Table of Contents for the Digital Edition of Training Industry Magazine - Spring 2015
Soft Skills Make Up Vital Part of Corporate Training
Table of Contents
Guest Editor: Leadership: The Artichoke Effect
Focusing on Mindsets and Attitudes
The Importance of Soft Skills For Trainers
Social Simulators Bring Training to Life
The Power of Storytelling in Organizational Development
Leading Change with Resilience
Why Perspective Selling Makes Sense
Harnessing the Power of Teamwork
Collaborate to Innovate: Building an Innovation-Friendly Business Culture
Are You Using the Best Metrics to Evaluate Your Skills Training?
Influencing into the Future
Culture: The Enemy at the Gate of Innovation
Casebook: T-Mobile: Answering the Call for Leadership Development
Leadership is an Inside Job
Vendor Selection Tips for Corporate Sales Training
Checking Your Motivation to Lead
The Real ROI of Leadership Training: Soft Skills Lead to Hard Results
Closing Deals
Company News
What's Online
Training Talk
Training Industry Magazine - Spring 2015
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