Ignorant or Arrogant?

Are salespeople more ignorant or arrogant? 


Well, probably neither

Though you could think so based on the response...

"I don't need this" 

... when presented with new ways of working

However, I think this may be due to genuine blind spots

Why do these occur?

Time for the orange hat

🟠 Orange Hat Thinking 🟠 

So why the blind spots?

Two big reasons

- Wrong benchmark 

- Evolving customers 


🔶 Wrong benchmark

They are making judgements based on what they've always done... what used to work

And/or they are looking at competitors that are also stuck in old mode

The comparison isn't being made to to what's happening now

Is this you?

If you've ever said or heard "Not in our industry" it could be 


🔶 Evolving customers 

Let's use the ABC of modern customer behaviour 

A - Advanced - they are further along the buying journey 

B - Biased - they are happy with what they've figured out

C - Confused - they are still trying to make sense of things

Is this you?

If you've ever heard "I'm not interested" (or nothing) from customers it could be 


So we need a new approach 

Not as scary as it sounds 

Built on solid foundations of what's worked before and adding some modern 'shifts' required 

These aren't always evident as customers can't/don't tell us we need to make them

Little tweaks based on aligning with customers better 

Want to know more?

DM me and I'll point you towards a 60 second and 60 minute option to kick start your thinking 

Both for free

Both so we shake the negative image sales is developing again