Every year some very good friends of ours host a Halloween party where costumes are mandatory and they give out cash prizes for the best costumes. Naturally, with my competitive nature, I play to win. After all, if you are going to do something, you should do it well, right? Go big or go home, as they say.
A common reason for losing sales deals is not addressing the customer’s needs. Many sales conversations focus too much on a product’s features and functions rather than on addressing the customer’s business problems. Salespeople often default to product demonstrations and presentations, rather than mapping recommended solutions onto a customer’s business problems. When the sales message stops being self focused and starts being other focused, things turn around. We call this dilemma “S” (self) vs “O” (other) focused.
Expense management service provider, Concur Technologies, was looking for a way to translate insight selling into real sales-ready tools for their sales reps. DSG joined the mix to help unite the high-level strategy with the actual words used in daily sales conversation.