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Lone Wolf to Lead Wolf --- The Focus has Changed
by Dr. Rick Johnson
March 01, 2013

Let’s face it; nothing new has come along in the last 20 years that has redefined the selling process. There is no Best Replica Watches purple pill, no special process, and no specific new tactic that, if applied, will guarantee success in sales. Sales success is still based on our ability to develop relationships with our customers. I still

 

remember the first sales training course I took back in the 1970’s. It was called “Needs Satisfaction Selling” and the principles I learned in that class over 40 years ago still apply today. Although there has been no revolutionary change and introduction of new tactics in the sales process (which are today identified as “Best Practice”), there has been an evolutionary change in sales methodology. Customers are much smarter today, more educated with higher expectations. Relationships with our customers are still important, but today that relationship is just the ante to play. Without it, you aren’t in the game. Today that relationship buys you nothing more than the opportunity to meet all the expectations of your customers as defined by your customers. Today, customers expect you to be a tota solution provider. They are not interested in the features and benefits of your products. They are not interested in your reputation in the marketplace. They are not interested in your brand equity. They are not interested in how big you are. They expect you to bring value to the relationship and that value drives their expectations. In this century, the customer expects you to understand their business, their marketplace, and their customers and most importantly, they expect you to understand how they make money. Ultimately, the biggest expectation they have of the sales people they choose to do business with is the ability of that sales person to enhance their ability to make a profit. The “A” sales person (A Lead Wolf) in today’s sales environment understands this sales methodology and has the expertise required to succeed in this century. The Lead Wolf sales person has evolved, educated themselves, utilizes their resources and recognizes the necessity to embrace team-selling concepts. They understand their customers and realize it’s really about what the customer is buying and what they are buying is not a product. Through their relationship with their customers, they raise their customers’ expectations of them as a supplier to the point that they can create competitive advantage. Through this Lead Wolf methodology, they create trust, respect, value, and not only a personal relationship, but a company relationship that employs all the company’s resources in providing value to the customer. The Lone Wolf that has not evolved will struggle to maintain market share and enjoy the success they once enjoyed based on the continuance of their old methodologies and mindset. You cannot be a Lone Wolf today and be successful in sales. Focus Has Changed The concept of pioneering a territory and then servicing the customers as a life annuity has died. Customers are no longer willing to pay for it. The “Lead Wolf” who understands the evolutionary process of today builds business-to-business relationships for other team members to service. The “Lead Wolf” becomes the quarterback who calls the plays. They manage the relationship and not the transaction activity. Their primary goal remains the same, first call, last look, but the methodology has changed. online Outlet, Cheap Replica Watches UK Store, Swiss Replica Watches Sale, Free UK Shipping!!Instead of managing transactions, time is invested in developing both new customers and increased penetration of existing customers. www.ceostrategist.com – Sign up to receive “The Howl” a free monthly newsletter that addresses real world industry issues. – Straight talk about today’s issues. Rick Johnson, expert speaker, wholesale distribution’s “Leadership Strategist”, founder of CEO Strategist, LLC a firm that helps clients create and maintain competitive advantage. Need a speaker for your next event, E-mail rick@ceostrategist.com