Being helpful is an outcome. Intentions don’t matter
Hi Friends,
Welcome back to Win Rate Wednesday.
In this issue:
[This Week on The Win Rate Podcast]
Joining me on this week’s episode of The Win Rate Podcast to dig into the topic of reimagining sales are:
Brent Adamson, co-author of the iconic The Challenger Sale and The Challenge Customer. He’s now Founder, Speaker, Advisor, & Researcher at Skinny Rhino Productions.
Leslie Venetz, Founder of The Sales-Led GTM Agency.
Daniel Zamudio, Founder of Playboox.
Listen to this episode: Let’s Blow it Up and Start All Over
[Today’s Win Rate Advice]
Being helpful is not a state of mind for a seller.
It’s an outcome.
You don’t get credit for thinking you’re helpful.
Or trying to be helpful.
Your buyer thinks either you’re helpful or you’re not.
Intentions don’t matter.
It’s binary. Helpful or unhelpful.
If your efforts actually helped them make progress toward making their decision, then you were helpful.
If you actually try to help them, but don’t, you weren’t being helpful.
Intentions don’t matter.
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It’s pretty black and white.
If you waste the buyer’s time with pitches, questions and content that don’t actually help them, then you’re being unhelpful.
It doesn’t matter what your intention is. It’s all about the outcome.
It’s the same with responsiveness in sales.
Being responsive in sales doesn’t mean to quickly respond.
If a buyer asks you a question and you get back to them quickly but without a helpful answer, then you weren’t responsive to their questions.
In this situation, you were unresponsive. Speed notwithstanding.
Having good intentions is not enough.
As the aphorism goes, “The road to Hell is paved with good intentions.”
[Sales Growth Coaching]
“Life begins at the end of your comfort zone.”
Growth as a seller begins at the end of your comfort zone.
It’s easier to stick with the status quo than admit you need help.
However, selling isn’t about standing still. Standing still is how you fall behind.
My Sales Growth Coaching program will help you move forward toward growth. As a seller and as a person. (And you’ll increase your win rates!)
Click here to schedule a brief intro call with me to see if my Sales Growth Coaching program is a fit for you.
Good selling,
Andy
Accelerating Your Revenue Performance with the ValueSelling Framework
8 个月I am digesting "intentions don't matter" While it is true in the long run, I do think that it is important to consider that ethical professionals operate with positive intent.
Next Trend Realty LLC./wwwHar.com/Chester-Swanson/agent_cbswan
8 个月Thanks for Sharing.