egyii blog

Because salespeople are too “seller focused’ and not “client focused.”

When was the last time you spoke to someone in a social situation and all that person did was talk about himself? I,I, I…me,me, me..Etc. How boring- and self-centred was that encounter? Now transpose that situation into a business scenario- a conversation with a typical salesperson or business person. Features, features, features, our company can do this and that….so many “programmed” questions because the sales process requires it…Etc.

Salespeople (and business people) still tend to act very transactional, focusing on the task at hand, the numbers, the advance, Etc.  Business people tend not to listen or really care. This is  all about “me” and not about the client.

Focus on the client and not “me” or “us.” You will see a difference.

Trip Allen, Team Egyii, Singapore

One question I ask both salespeople and sales managers is “What is the most important tool that great salespeople have in their toolbox?”

The answer is always “Relationships.”

So why aren’t companies and management focusing on relationships and declaring the importance of them? Why are they wasting so much money, effort and time on methodologies and processes? Is it because methodologies and processes are measurable and “tangible” and relationships are not?  The budget holders therefore can’t justify the spend? Most probably.

Does it make sense? Think about it.

(Egyii believes in the importance of sales processes and methodologies as a foundation. But you can’t depend on them alone-with today’s smart buyers, they see right through it. They also see right through a phony salesperson and the questioning techniques. Think about it.)

For more on relationships, see Relationship Management.

Trip Allen, Team Egyii, Singapore

I met up with an Account Executive from one of my former employers the other day and she asked me, as we were parting, “Can you give me some tips on how to be successful in sales in my current position?”

I love these kind of questions where I am asked for advice.

I answered “Relationships and value.”

“The relationships with your internal support mechanism (your colleagues) and the relationships with your clients are the most important. Without either of them, you will not survive.”

Simple enough. But…

“Relationships are very important but you must also add value. Always be adding value.”

“With your colleagues, always understand what drives and motivates them. Know their “business.” Instead of asking for their help, ask how you can help them. You would be amazed how they change their perspective.”

“With your clients, always be adding value- know their business and environment, anticipate their problems and offer solutions. Become a trusted advisor.”

This would be my simple answer to anyone who asked me about success in sales.

Trip Allen, Team Egyii, Singapore

What happened to the old days when you walked around the corner to the local bank with your wad of cash or your cheque…walked in and were greeted by Norm the security guard….then greeted by Esther the receptionist …and then John the banker, who is your neighbor and child’s Godfather?

You sat around, chatted, had a cup of coffee and a curry puff..and actualy enjoyed being in the presence of people you liked and trusted.

In 1969 Chemical Bank in NY stated in its ad campaign: “On Sept. 2, our bank will open at 9:00 and never close again!”

That changed the world of banking.

This was the start of the faceless ATM we see everywhere today. It was the start of automation, which has led to technologies such as online internet banking and more.

Wow! Great concepts! 24 hour banking!…clients loved it..and what a great way to save money for the bank. Remove faces, remove overhead. But this does not work for everyone.

Some interesting statistics from Gallup on banking  preferences show that a high percentage of people still bank at a branch. They want to see faces.

Clearly, the banks need to re-look at how they interface with their clients on a day to day basis. It should be for the  ”convenience of the customer” not the “convenience of the bank.”

Isn’t it time for a change…back to the good ‘ol days?

Trip Allen, Team Egyii, Singapore