Dangerous words
Feb 27, 2025
"Not in our industry"
Dangerous words
Words I've heard hundreds of times
Every time I hear them, I see a salesperson or company that is missing the opportunity to stand out
Failing to seize a competitive advantage
Worse still, maybe it IS happening in their industry and they don't want to see it
Then they are falling behind
It's funny how many companies say they are 'innovative'... yet don't act it
Presented with something new or perhaps a little bit different and it's head in the sand time
Some things I will challenge people on as I believe they can be used in all industries
Certain sectors are slower to adopt newer thinking or enhanced techniques but the ideas are still relevant
What an opportunity!
In a recent webinar I shared 15 things a sales process needs to incorporate
🔸ICP
🔸Value proposition
🔸Messaging
🔸Account plan
🔸Change drivers
🔸Customer value
🔸Insight
🔸Questions
🔸Meeting structure
🔸Proposals
🔸Presentations
🔸Storytelling
🔸Outcomes
🔸Reviews
🔸Relationship building
It was aimed at engineers but they are universal
Just one tweak can make a difference
Together they have considerable impact
Yet many will avoid doing this
They stay the same... or fall back
Something to think about
Are you ready to increase your sales?
The Collaborative Selling Scorecard has been designed to show sales professionals their blind spots and provide instant, actionable steps on how to improve
It’s free and only takes 5 minutes
