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The Shift: What Do You Sell
I have a simple question for you: What do you sell? But wait. Before you answer it, realize that your underlying rationale will determine just how much you sell and how profitable your sales are.
Last year, I asked if you were a pest, a peddler or a Demand Creator. That post generated a lot of conversation. Over the last six months, I’ve had the opportunity to observe many people trying to make the transition from a peddler to a Demand Creator. I’ve learned that there are some distinct shifts that are made by those who manage this transformation successfully, that those who fail don’t make.
The Starting Point
Virtually every salesperson starts with a focus on their “stuff.” While many salespeople (and selling organizations) think they’re focused on their customer’s issues, the reality is that more than 80% never get beyond a focus on their products and services.
The First Shift
The first shift is to understanding and believing that your “stuff” is actually really different. The focus of the sales conversation moves away from the commodity towards the total value that is being offered.
The Second Shift
Next, as you become more comfortable that you are, in fact, different, the realization that that difference really matters to sets in. That when “stuff,” even “differentiated stuff” stops mattering to the person selling. You realize that you don’t sell stuff, you sell a unique advantage. The focus of the sales conversation moves away from the commodity and the company to the advantage the customer is striving for and the obstacles to achieving the desired advantage. It is in the second shift where right side value begins taking center stage.
The Third Shift
The next shift occurs when the salesperson or selling organization realizes that the advantage they create through their products, services, experience, and wisdom is actually a conduit to the critical results their customers are striving for. This is when the focus on selling ends and helping begins. The conversations sound much less like a sales conversation and much more like a business conversation. An outsider, eavesdropping on the sales conversation, would not be able to clearly determine just what product or service the salesperson is representing because the issues being discussed are much broader than that. The fact that you don’t sound like a salesperson is no barrier to success. It is in The Third Shift where you start seeing rewards far, far greater than the effort being exerted.
The Final Shift
The final shift occurs when you realize that no one wants to buy your “stuff,” your differences, your experience, your wisdom, or your advantages. You realize that everybody, in every business, wants the same thing – results. Sure, sometimes those results are clear and defined, and other times, they’re ambiguous. Regardless, the desire is results and you start selling them. Your focus shifts exclusively to understanding the results your customer desires – better, faster and deeper than anyone else. You transform your sales approach from a solutions focus to a diagnostic focus. Your conversation with customers are all about results and the barriers your customers face to achieving them.
You are no longer a salesperson. You’re a business person who sells. Because of this, you become the trusted resource that customers seek out. Your sales approach becomes your unbeatable, sustainable competitive advantage. You competitors become increasingly confused and frustrated; crying out, “We don’t get it! Our stuff is just as good as theirs. No, it’s better! Why do we keep losing business to them when they charge high prices?!”
Making these shifts is not easy. Each shift requires a new way of thinking, new approaches and new skills. The shifts feel risky because they require you to leave your comfort zone and potentially struggle with the new skills. The rewards for making the shift, however, are outrageous. You’ll feel good about what you sell, how you sell, and you’ll sell far more and make far more money than ever before.
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15 Responses to “The Shift: What Do You Sell”
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This post was mentioned on Twitter by dougdavidoff: The Shift: Understanding what you sell will determine how profitable you are. http://su.pr/1cuZ9K…
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[...] deeper you get, the more valuable the knowledge and the greater your selling advantage. To make The Shift to selling results it is necessary that you get to Level [...]
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[...] you make The Shift from selling “stuff” to selling results, you can become absolutely necessary. The nature of [...]
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[...] weeks ago, I wrote about The Shift sellers need to make to avoid being commoditized. The final shift occurs when sellers realize they [...]
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[...] by demonstrating that you are not merely a peddler of products, but a true advisor that will enable them to solve problems and achieve critical results. Filed Under Sales Strategy | SHARETHIS.addEntry({ title: "They’re Not Ready", url: [...]
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Resources
Doug's Washington Business Journal Columns- Intelligent Growth Articles
Third Wave Selling Blog
Products to Grow
Nice post. Great reminder. When clients know that you actually care about solving their problems instead of moving your product, it goes a long way. Even if you can’t resolve their issues sometimes they will refer someone else who they think you can help. Also, actually helping people is much more personally fulfilling than just moving a product. Mindset is key.
Michael, well said. Thanks for commenting.
You once told me that clients buy from us because *I* make them feel like that can make the impossible, possible. I kind of took that comment with a grain of salt…until recently.
In the past 10 days, I’ve had FIVE emails from clients pretty much saying that same thing.
So, I ask you, I believe we sell results. But how do we do that when it’s me the clients rely on to make the impossible possible?
http://twitter.com/ginidietrich
Gini, what?! You took something I said with a grain of salt?
Seriously though, to sell results without it depending on you, you must first help your customer/prospect/client (buyer) understand the result they want. For you that means getting the buyer’s focus off of social media and on to he results they desire.
Second, help them understand the barriers preventing those results.
Third, demomstrate how your process overcomes the barriers. Important note: the process has no place until the results and barriers are clearly and mutually understood.
Sure. This makes sense for the client side of the business, and I think your team has done a great job of helping us figure that out. But I’m not sure it makes sense when the product/process is content.
Gini, I don’t want to oversimplify the response, but I’d say it makes no difference, Nobody wants “content.” They want the results content creates.
So, start by getting clear on what the desired results are and what the process and critical points are that will enable the content to generate the results. Then demonstrate the process that you follow that ensures those points.
Your issue is less about content being the issue than the fact that you are inherently getting people to do things that are out of their comfort zone. That discomfort increases their psychological dependence on you. As you make them more comfortable with the process (the how) of getting those results they’ll become more comfortable doing what you want them to do, however you want them to do it.