What evidence do you have to reassure them that the statement is, in fact, true?
What are the qualities of a good partnership?
In this episode we asked Fred to give us his killer question which was:
“Why would you NOT use partnering intelligence to build relationships with your most important customers?”
Partnering with your clients should be more than just a statement, more than something you simply ‘say’ on your website. It should be lived in the values, attitudes, behaviours, and skills within your teams and consistently demonstrated in your most important customer relationships.
- The three biggest challenges that senior leaders will see when they look at their sales teams. As Fred describes - are your teams: Displaying ‘busy busy busy’ behaviours where busyness is getting in the way of business?
- Are they thinking in the ‘olde worlde’ ways and struggling to see new, and change, as a force for good and opportunity?
- Do they have a ‘muddled mindset’ where the focus switches as we get closer to month end and the targets take over?
- How we need to get comfortable with serving the customer whilst working together as equals - with mutual trust and respect. How do you feel about the notion that the customer isn’t, in fact, king (despite the old saying) and that we should see them as respected peers who are there to work with us to deliver mutually beneficial win:win growth?
- What the future of selling could look like in this fast-moving and ever-changing marketplace we work in.
Find out more about my guest: Fred Copestake
