Buyers have the power of choice in "a sale.” It’s all theirs. Great sales systems can inform buyers, and when executed really well, even influence. But the end result...the action step...is buying. And every buyer that says “yes” does so because of their impression of your company as buying decision criteria...all shaped by the experience your business development process and people provide. It needs to be great! And it needs to be authentically about the buyer, not you.
There's no such thing as selling... Only buying.
This is how we’re different. Our approach builds from this belief, and shapes the work we do inside our purpose to help companies inspire buying! In that, we hold a few things closely as we work with clients:
- Our belief about what’s possible between people
- Collaboration...with you in our efforts...in your process to inspire your best customers
- Upholding your company’s existing distinct identity and culture
Inspiration. That’s the goal. Aspire to Inspire! Authentic, genuine, powerful, value-related inspiration. Every customer desires those things, and deserves them. Most business development processes don’t rigorously provide it. That’s a miss we aim to correct. This all happens during the sales conversation inside your sales process. We build that process and then coach our clients a dramatically different way to have that conversation. The result—more “buys” from the best possible customers who bought your product because your system and people inspired them to do so.
We believe customer experience drives success for all. Our clients are no different. For us to fulfill our purpose, our work together must be collaborative in every way. Our best clients are people who want to see change happen, but also want to be in the center of that change. And in that, we share the work of helping you continue to evolve your business opportunities. Our best customers are people who believe in working together in every way “together” can be defined—with us in growing their opportunity, and with their clients!
YOU’RE FINE JUST THE WAY YOU ARE
We’re not out to change your company’s feel, identity, or culture. We’re in it with you to effect change in a unique way that works for your company, while also supporting your existing values— reflecting your distinctive culture and identity, and your voice. So our work is never prescriptive or off the shelf. We’re in it with you. But, we want clients who seek evolution. Not just changes, but the lasting impact to ensure sustainability and your mission serviced.
WHAT TO EXPECT
We start with our clients as they are. The distinct set of values you live by, the culture you live within or are striving for, who you’re best for in the world, and how you convey that in action. Where absent or insufficient (another word?) , we reinforce these key foundational elements first. They hold and support the strength of any process you employ.
Clarify your identity and culture. If values aren’t clear, or the culture isn’t named, that’s the start—building and defining those unique identity pieces so your team is completely aligned in continuity. Outlined is your new process is what matters to you, and why your business was created in the first place. What is its mission, vision, and higher purpose? Who you are matters, and your sales system needs to live insides of that clear and defined persona.
Rapid Impact Value. Why waste time? Your business development process and people should make a fast and clear impression on a potential customer, clarifying your unique identity and worth to those vest customers, as well as referral partners. We define with granular clarity how you are meaningfully distinct from other competitors in the most valuable way to those customers! This lets you convey who you are with impact, begins the inspiration process, and shortens the sales process.
The world needs to understand you. Not the whole world, just the people that matter most to your success and lasting sustainability. Your best potential customers! We granularly define who makes your best customers and who does not under any circumstances. We teach your team what to look for and what questions to ask in order to know for certain whether to invite someone to be your client or not. And we coach your referral partners to do the same! The highest probability customers, the ones most likely to buy, buy often, and refer!
Goals, if you haven’t set them! Together we outline a set of key measures that have real meaning to your plan, so you’re always aware of what is working well for more leverage, and what to adjust for better results. What’s the vision, long and short term? What are the metrics to pay the most attention to? Who is accountable for owning those results? When these fundamental outlines are clear or connected, we build a strategic plan that defines goals and measures with meaning, and action steps that stay aligned to company identity and ROI.
Only when these critical “table setting” elements are designed, understood by all, and implemented, do we work on a business development system. Trying to build sales action steps for your sales team to take without this foundation, in the hopes of outstanding results, would be like building a house on ever shifting, soft ground. That said, if we find these elements are present, clear, strong and in use, or have been built by us together, we then can begin to build a sales process that creates continual value for your customer from the very first initial contact to follow up after your customers have made purchases.