Salespeople Who Act Like Obedient Order-Takers and Yes-Men/Women Don’t Win More Business

In Episode 19, we move into the second half of this mini-series
tackling the very common (and ugly) reasons that salespeople and
sales teams are not as effective as they could be – and,
specifically, why they are not viewed like the pros, advisors,
experts, consultants, and value-creators they so badly want to
be.


Buckle up for straight talk and blunt truth as Mike unpacks
reasons 5 and 6 of the Ugly 8 reasons…


WHY SELLERS GET VIEWED AS AMATEURS, RELEGATED TO VENDOR STATUS
& COMMODITIZED:


Reason #5 is as counterintuitive as it gets.
We don’t own our sales process and end
up getting viewed as nothing more than
order-takers and yes-men/women because we want to be
liked. We want to be seen as responsive and easy to work with. We
want to demonstrate that we listen well, can follow direction,
and that we respect the customer. 


That is all wonderful except for one big problem: in many cases
defaulting to the customer’s requested (or dictated) process does
not turn out so well for us…doesn’t increase our win-rates,
doesn’t help set us apart from competition, and honestly, doesn’t
even ensure we will get the customer what they really need.


Sales Friends, if you’ve come to realize that scoring “obedience”
points is not helping you win deals and bring in new business,
this episode is for you.


Listen as Mike shares his two driving missions as a professional
salesperson and encourages you to adopt them as your own. Learn
how to own your process and push back when the prospect or their
procurement people suggest/dictate a process that neither allows
you to bring them the best solution (most value) nor gives you
the best chance of winning their business.


Reason #6 we get viewed as vendors and commoditized is
because we aim too low in the customer organization. As
crazy as it sounds, we end up getting commoditized because we
sellers become comfortable dealing with lower-level people who
treat us as nothing more than a vendor/supplier.


Mike shares the dirty little secret of sellers who regularly call
on senior management: You know what/who you normally find in the
executive suite? Nicer people. Smarter people. People who are
looking for value and help solving big business issues! It’s
often the complete opposite of dealing with lower-level folks who
are more concerned with politics, protecting their jobs and
existing supplier relationships, negotiating to save a nickel, or
trying to avoid more work being put on their desk.


You can download the PDF guide that accompanies this series at
https://mikeweinberg.com/ugly8


If you are getting value from these episodes, please leave a
rating and review.


Mike mentioned a special on the New Sales. Simplified.
Video Coaching Series to help you have breakthrough
success in 2022. Check it out
here: https://mikeweinberg.com/morenewsales/