WHY Your Salespeople Get Viewed as Amateurs, Relegated to “Vendor” Status & Commoditized

This brief series kickoff episode is classic Weinberg
with simple, blunt observations about what works and what doesn’t
when it comes to developing new business.


 


In introducing this series, Mike comes out swinging to set
the stage for tackling one of the biggest challenges facing
salespeople and sales teams today - getting downgraded in
the customer’s eyes and perceived as just a “vendor” instead
of the value-creator, consultant, professional
problem-solver, and trusted advisor we so badly want them to
be.


 


Mike was inspired to do this short series based on the
feedback and reaction from sales leaders who wrestled with
this topic at recent Supercharge Your Sales Leadership
events where he shared these…


 


8 Common Reasons that Salespeople Get Viewed
as Just “Vendors” and Commodity Sellers:


 


1. They Arrive Late to the Party (last a sales opportunity)


2. They Lead with Product (or their service/solution)


3. They Conduct Lame Sales Calls and Premature Presentations


4. They Look, Sound & Smell Like Every Other Salesperson
(same, same, same)


5. They Play Order-Taker, Do Whatever Customers Request, and
Don’t Own Their Process


6. They Aim Too Low in the Customer Organization


7. They’re Insecure About Price or Too Quick to Make It
About Price


8. They Can’t Tell the Story (ineffective,
self/product/company-focused messaging)


 


We are creating a free, downloadable handout and slides to use
with your sales team that will be available with subsequent
episodes in this series. Mike’s hope is that you can use these
episodes and the accompanying material as “mirror” to
help your team members identify which of these common issue may
be damaging their own sales efforts and how customers
perceive them. 


 


Enjoy this kickoff episode and encourage your sellers who would
benefit from a wake-up call on this topic to listen as well.


 


Here’s to great sales leadership and helping our
salespeople upgrade from “vendor/supplier/commodity
seller” status to value creator!