What If The Sales Process Was Fun For Everyone?
Almost every business I have come across sells in a similiar way. Call, meeting, live presentation, written proposal, negotiate and pray. It’s a tedious and painful process.
I am certainly guilty of trying to follow the same path. Boy does it suck. If it sucks for one to do, how much must it suck for the person on the receiving end?
If it sucks for one to do, how much must it suck for the person on the receiving end?
If your sales process is a strategy where persistence wears down the prospect into submission you can’t complain when your clients act like a captured populace.
What if every interaction with a prospect was a good experience for both of you? What if you had fun creating and delivering them? What would that look, feel and sound like?
If you have lost your story, your nemesis and have your brickyard in place then talking about what is great and true about your company and its people will be unique, powerful and truly memorable.
What would your first meeting be like? How fascinating a read would your bid response be? What would your proposal look like? What kind of live presentation would you give?
I am not talking about what your PR or Marketing company tells you it should look, read or sound like. What would be fun for you to prepare and present?
ABOUT THE AUTHOR(S)
Carrie Spates is an Associate VP of Design at Siteworx, an award-winning digital experience agency with deep roots in experience design, web content management, e-commerce, digital asset management, and systems integration. She leads interaction design teams across the country, creating world-class experiences that validate the value, design, and usability of customer experiences while ensuring coherence of services and digital strategy across all digital platforms. Carrie is a champion of design ideas and a dedicated mentor to creative teams, supporting a collaborative approach to cross disciplines.
Matt has over five years of IT experience with specialization in user experience and user interface design. His project/industry experience includes: financial services, telecom, retail, pharmaceutical, utilities, chemicals, healthcare, and government. He is experienced with system implementation projects with responsibilities including concept development through implementation, testing, and go-live. He has specific expertise conducting user research, creating innovative designs, and setting strong usability standards. Before coming to Siteworx, Matt worked for LexisNexis as a Senior Product Designer where he was responsible for promoting user experience within an overall structure of deliverables that integrated the recommendations of the project team regarding user experience.