August 21, 2013 Leave a comment
Ron, a colleague of mine, is often counseling his sales team away from using the expression ‘good fit’ when working with prospects. His point merits repeating.
Ron’s counsel usually starts with, “Just because something ‘fits’ well, doesn’t mean it looks good or is something you should wear.”
One look at the picture to the left brings that point home, doesn’t it?
We as a society have become very accustomed to using the expression “good fit,” whether we are talking with prospects, or considering candidates for a position.
The Problem with “Good Fit”
Addressing this simply from a sales perspective, when we talk with customers or prospects in the same manner, by default, we are opening up the possibilities…and subsequently the defining criteria, to include any product or solution that also ‘fits.’ Why would we do that to ourselves? Why broaden the selection of possible suppliers to any and all that might ‘fit?’
For those that know me, you know I am a fan of CEB and their Challenger principles. One particular aspect that they continue to drive home is the necessity of delivering Commercial Insight.
In short, they speak of the progression of what is communicated. On one end is General Information, or noise that gets tuned out, and on the other end is Commercial Insight.
By definition, Commercial Insight not only disrupts [or Reframes] the prospects view of their business by juxtaposing the cost of current behavior against the potential of an alternate action, but simultaneously leads the prospect exclusively back to the supplier.
A New Way
Reps believe they have done well to truly uncover pain and save their solution to the end of the discussion. Indeed, they are doing better than many of their peers according to the statistics, but this can all fall apart if they fail to uncover the problems they are uniquely able to solve, and exclusively able to do better than any other supplier.
The link to my post on “Where are you leading?” will aid in the steps you can take to resolve this. But let’s all agree to avoid aiming for “fit.”AUTHOR’S NOTE: If you found any aspect of this post helpful, take 2 seconds to Like, Tweet, +1 and/or Share with others using the buttons below.
About the Author: Jeff Michaels is a 20-year Sales & Marketing Executive that works with executives, leaders, and teams to create repeatable success in their business. Articles posted here typically emphasize one or more of the three requirements leading to Repeatable Success — Intentionality, Predictability and Repeatability.