Tag Archives: culture

Why Marty McFly would make a great salesperson

21st October 2015 is the date Marty McFly arrived in the future in the iconic film Back to the Future. Whilst we might not be whizzing around on hoverboards (well not in my town anyway!) imagine being Marty and glimpsing at future trends such as listening to our music on a tiny device that fits into a pocket or a company that customers can’t get enough of such as Amazon.

Great forward thinkers like Apple and Amazon (and many more) didn’t have a Delorean to take them into the future, but they did have the ability to anticipate what we would want even before we knew we wanted it! This great ability is called customer foresight and we all need to develop it in our organisations if we want to excel at selling and serving and remain one step ahead of the competition.

Most organisations have some insight activity focused on the needs, goals and problems customers currently have and how they can help them, but customer foresight is a different thing entirely. This is about solving problems before the buyer realises it’s a problem. Continue reading

Why sales and service training doesn’t work

No, I haven’t gone mad; I just want to show you that it’s a mindset and culture thing!

Most training courses consist of the sharing of tools and techniques to use and implement in your organisation. These tools rely on the desire, commitment and will of the learner to use them.

The trouble is it’s not that simple. If it was just down to learning the tools then we would have no problem selling, serving, losing weight, managing time, finding love or any of the other goals we want to achieve in life.

It takes more than that. It takes a real desire to want to do something differently or better and the right culture to do it in.

There is little point in JUST giving your people tools for how to give a great sales and service experience. They know what ‘great’ does and doesn’t look like, they see it every day as customers themselves. It has to go deeper than that. They need to understand WHY they WANT to do it. Continue reading