Written by Sean McPheat |
The England Cricket Team has been announced to compete in the Ashes series against Australia in the winter. Among the bowlers is Monty Panesar, a spin bowler who has played for England 33 times. Interestingly, Shane Warne, the legendary Australian spinner, said of Monty, “He hasn’t played in 33 tests; he’s played in one test 33 times!”
What he meant was he thinks Monty is a one-trick pony. He can’t adapt his game to various conditions, and he only has one way of bowling. Batsmen get used to his style and are able to play him because of his predictable nature.
Actually, we love Monty because of his enthusiasm and sheer determination. It got me thinking, though, about how we approach customers at times. Remember that they have seen maybe dozens of salespeople who have tried to sell what you sell, and know exactly what you’re going to say before you do. They’ve got their responses ready and they know exactly what price they want it for.
It’s only when someone approaches them from a different angle, helps them see things from a different perspective and convinces them that the product is going to make their business quicker, safer, more productive or more profitable, that they may say ‘yes’ to your offering.
Think how you can be viewed differently today. How can you approach your customer with a different mindset? Is is possible for you to change your ‘delivery’ rather than send down predictable messages that can easily be batted away?
If you do, you prove to your prospect that you can help their company thrive and prosper in their market place. And that can only be good for business!
The UK’s #1 Authority On Modern Day Selling
Originally published: 27 September, 2010