WIN

Sales Hero Maxim #3: Sustainability in Sales requires all parties involved to Win.

Everyone would probably nod their heads and agree easily enough (though I NEVER trust head nodding).

Every customer complaint, poor review, uncomfortable interaction, and possibly even job loss means someone didn't win.

So, the challenge becomes understanding and addressing the fact that "winning" can mean something different to each party.

For the Salesperson - easy enough, make the sale, complete the Transaction.

For the Company, not dissimilar, but not exactly the same. Seth Godin says that you choose your future when you choose your customers.

Winning, then, becomes about prospecting, qualifying, getting, and retaining "better" customers.

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For the Customer, winning isn't the Salesperson making a Transaction or the Company adding them to their base.

Jeffrey Gitomer correctly observes that "people love to buy, but they hate to be sold."

What does winning mean for the Customer?

I don't know. (please don't say or think "price")

And neither do you, until you find out.

Never assume you know until they tell you.

It can be as simple as asking (at the appropriate time), "What does winning look like for you with this purchase?"

The answers will amaze you.

Strategize on how everyone can Win for Sustainability in your career.

Embrace the Effort.