focus360 helps companies drive sales and top-line growth.
We improve your sales processes, sales leadership, and tactical selling skills. We often work on an operational level to kick-start sales in turnaround and start-up environments.
Competitive advantage is achieved not just through innovative products and edgy brands. It is also achieved through superior selling skills.
Buyers today don’t want salespeople sitting across from them trying to push product. They want trusted advisors who add value¬†during their purchasing process.
We help you pull¬†buyers through their purchasing cycle, not push them through your sales cycle.
If you and I meet to talk about your challenges and opportunities, I will practice what I preach. Why do I tell you this? Because I truly believe I’m buyer-focused‚Ä¶ and I truly believe you must be, too.
If selling is like falling in love, transparency is paramount to building and sustaining trust. Sometimes it’s tough love, but it’s buyer-focused!
Here’s an example.
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One day I found myself in a third meeting with a Chief Marketing Officer of a major financial firm, which looked like it was about to become a new client.
As we tweaked the dates and delivery, but not the budget, it seemed like this was a deal.
But then the CEO walked by the meeting room. ¬†He recognized me, as the CMO had gotten the budget approved in principle, and the CEO knew the CMO would be concluding the deal that afternoon.
The meeting door opened without a knock.
I stood up as the he entered the room. ¬†I could hardly say, “Nice to meet you,” when he got right down to brass tacks.
“Jack, you have no experience in our industry. ¬†Why should we hire you?”
I could have squeaked, “Oh, but I’m learning. ¬†And I promise to keep learning. ¬†I’ll be ok, really!”
But that would have positioned me not as an equal, but as a sales dog. ¬†And I don’t like table scraps.
“You’re right,” I said. ¬†“I don’t. ¬†You¬†do.”
The CEO didn’t expect this and looked a little dumbfounded, so I continued.
“My job isn’t to be a portfolio manager. ¬†Your team already does that, and their portfolio performance, as I understand it, is very good.
“I have researched other things about your firm. ¬†Your team doesn’t need more hard skills. ¬†They needs soft skills. ¬†The best salespeople are masters of relationships and soft persuasion. ¬†Your team has major gaps in building trust with prospects. ¬†You guys are pushing product more than you are building trusting relationships. ¬†And it seems like your sales success is under-performing your portfolio success.”
“There are tactical skills for doing this, and your folks are all over the place. ¬†They don’t have a sales system. ¬†Why should prospects trust you after a first meeting?”
The CEO shrugged.
“Let me ask you¬†a few more questions…”
Now I was not only on the same level, as a peer with the CEO, I was getting him to answer questions of critical importance to his firm’s sales effectiveness, and his ideal customer’s buyer behavior.
I could have told him the same things, but maybe he wouldn’t have believed me. ¬†Since it was coming out of¬†his¬†mouth, however, he simply believed it. ¬†And he was motivated to fix it!
Within two minutes, the CEO looked at the CMO and said, “This guy knows more about our buyer behavior than we do.”
“And I don’t know portfolio management,” I bragged.
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We don’t have to be experts in your products to help you understand your buyers’ behavior.
Since 2004, focus360 has helped scores of companies better understand their buyer behavior. ¬†We assess the specific skills gaps, design tailor-made sales systems, and embed skills that help sales teams build buyer trust and win new business.
We help your sales team earn the status of “trusted advisor” in your buyers’ minds. ¬†And we help you buyers fall in love with you.
A Sale Is A Love Affair.