{"id":90088,"date":"2014-01-29T13:18:44","date_gmt":"2014-01-29T21:18:44","guid":{"rendered":"http:\/\/customerthink.com\/?guid=3a84533964742d8e46e1d489b96a2ed7"},"modified":"2014-01-29T13:18:40","modified_gmt":"2014-01-29T21:18:40","slug":"simple-framework-for-sales-effectiveness-3-ways-you-can-use-surprise-to-engage-your-customers","status":"publish","type":"post","link":"https:\/\/customerthink.com\/simple-framework-for-sales-effectiveness-3-ways-you-can-use-surprise-to-engage-your-customers\/","title":{"rendered":"\u201cSIMPLE\u201d Framework for Sales Effectiveness \u2013 3 Ways You can Use \u201cSurprise\u201d to Engage Your Customers"},"content":{"rendered":"
<\/a>In an earlier blog post<\/a>, I had introduced the \u201cSIMPLE<\/a>\u201d framework to increase your sales effectiveness.<\/p>\n The first step in the process is to be able to \u201cSurprise\u201d your customers with an insight or point-of-view that they are not yet aware of.<\/p>\n This step is essential in improving the sales effectiveness as this enables the sales teams to initiate the process rather than wait for their customers to come to them with a requirement.<\/p>\n There are three ways that sales teams can come up with insights that can truly surprise the customer. Some of them are as below:<\/p>\n These ideas are powerful in and by themselves to help you uncover truly surprising insights that will enable you to start an interesting engagement with your customers. However, the true power of this approach comes when you apply all the three together to come up with not just an insight that you could share with you customer but also different perspectives of the same insight (their customer perspective, internal stake holder perspective & your perspective).<\/p>\n All said and done, this is hard work for the sales teams to engage in. However, if you are selling a product that is high value and complex to sell, this approach will get you a strategic advantage in the entire sales process, as you now not only participate in the sales process, but are leading the process. This is a BIG difference from responding to RFQ\u2019s and RFP\u2019s and trying to play catch-up with your competitors.<\/p>\n This is the first step in the SIMPLE framework to improve your sales effectiveness.<\/p>\n Have you ever been able to surprise your customers? If yes, how? Did that lead to an opportunity? Were you able to close the sale? How easy\/difficult was that in comparision to your other deals?<\/p>\n Do share your feedback so that we can all learn.<\/p>\n Connect with me on\u00a0Twitter<\/a>,\u00a0LinkedIn<\/a>,\u00a0Facebook<\/a>\u00a0or\u00a0Google+<\/a>\u00a0to continue the conversation.<\/p>\n\n