Who is stealing your business?

Worried your customers are speaking to someone else?

Locking you out

It’s a fair concern as its harder than ever to get quality time with people 

But some salespeople ARE getting the customers attention

It could be you…

Let’s think about this using 


🟠 Orange Hat Thinking 🟠

The ABCs of customers today

Change is happening faster than ever so our customers are likely to be more:

⚠️ Advanced
With more information around they progress further along the buying cycle on their own

⚠️ Biased
Given the resources on hand they like the way they have figured out to solve their problem

⚠️ Confused
Despite all that info they may struggling thinking about how to sort stuff out

It creates something of a paradox that they know both more and less at the same time

They don’t want to waste time with salespeople bringing nothing new to the table… not adding value

There is huge opportunity if we know how to work with customers

First and foremost we need to help them MAKE SENSE of their situation

NOT understand OUR solution

Counterintuitive to many... but that's how it is now

Some things that get in the way of this 

❌ Mechanical Messaging Misfires: high volume methods with poor personalisation means the customer doesn’t feel you are for them
🔶 Make the customer feel special by showing it is clearly about them


❌ Product Training Overload: when salespeople are highly prepped to speak about a product that’s what they do
🔶 Equip with insights to share rather than features to force


❌ Sales Process Fixation: forcing the customer to do what the salesperson wants because that’s what the CRM says
🔶 Understand how they want to buy – flex, follow and guide towards their desired outcomes


❌ Tech Stack Dependence: all the gear – no idea ie using no real impact on the customer
🔶 Apply the kit to augment the human (or bin it if it is having the opposite effect)


❌ Tool Terror: ignoring the use new tools and techniques that make it a better experience for customers
🔶 Ditch personal preferences and understand what really works


❌ Crass Consultative Mindset: continually digging for pain is not enough and might do more harm than good
🔶 Add more finesse with more modern mindset and associated techniques


❌ Dark Social Denial: people share stuff where you can't always see (DMs, SMS, Slack Teams etc). Are they sharing yours there?
🔶 Create content that people want to 'ping' to their friends and colleagues


Customers may be harder to contact but they have issues that aren’t going away 

Some salespeople are helping them to address those issues 

They earn the right to do this by making it clear they are valuable 

They get welcomed in

How do you do this?