Outcomes matter more than intentions
Hi Friends,
Welcome to Win Rate Wednesday!
In this issue:
[This Week on The Win Rate Podcast]
Alan Versteeg , Global CRO at Growth Matters
Andrew Barbuto , Senior Agency Lead at Basis Technologies and author of "Top Sales Producer: How to Crush Your Sales Quota"
[Today’s Win Rate Lesson]
Being helpful is not a state of mind for a seller.
It’s an outcome in the mind of a buyer.
You don’t get credit for thinking you’re being helpful.
Or trying to be helpful.
The only judge of your helpfulness is your buyer.
Your buyer thinks either you’re helpful or you’re not.
It’s binary. Helpful or unhelpful.
If the sales action your take actually helped your buyer make progress toward making their decision, then you were helpful.
If you actually try to help them, but the buyer doesn’t think you did, then you weren’t being helpful.
In which case, your intentions don’t matter.
It’s pretty black and white.
If you waste the buyer’s time with pitches, questions and content that don’t actually help them make progress, 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 old saying goes, “The road to Hell is paved with good intentions.”
Success comes from the outcomes you produce with your intentions.
[Three Ways I Can Help]
Master the 4 core human competencies that dictate your success in sales: Connection, Curiosity, Understanding and Generosity and become the seller you want to be.
Unless you’re winning more than 50% of your qualified opportunities your win rate is unacceptably low. Let's change that.
Most salespeople have all the training they need. Often what they need to achieve at higher levels is a fresh perspective, and a new framework, to effectively put their skills to use for their buyers. I’ve helped sellers and teams around the world do this. Let me help you.
Good selling,
Andy