Second in a series of “Now What” given the COVID virus environment we are all facing. How we need to transform our selling process.
Most selling is to needs. You get hungry, see, and then stop at a McDonald’s and eat. You promote a product, program or service, and a customer calls you when they need it. However when markets change (and the Market is what calls the shots) you need to change with it. Let’s briefly discuss the idea of Opportunity Selling.
Opportunity Selling is seeing what is not obvious to your customers, however you see it clearly. This kind of “out of the box” thinking creates possibilities that can transform your business and create a whole new set of opportunities.
It occurs as you practice stopping, taking the time to think a bit more deeply, and see how your product/service/program might transform the lives of those you serve. Notable examples of “out of the box thinkers” would be Steve Jobs, Edison, Frank Lloyd Wright, Henry Ford to name a few. While you may be saying, “I’m not in their league”, your idea doesn’t have to be world-shaking, just a new way of looking at things that can change the lives of others.
So “Now What 2”
Please “Stop” and do some hard thinking by looking outward at the coming market while living in the question of what “out of the box” market opportunities are available to us now that we can capitalize on? We would be happy to help you frame the question/s you need to ask and refer the right person to get you thinking outside YOUR box. Please reach out to us at 773-641-9631 or firstname.lastname@example.org.
Now What 1
We must all stop and look at the paradigm shift the current situation has created and ask the question, Now What? The answers will vary depending on our business and who we are, however stopping and asking this question is the key to the process.
- Work “On” the Business vs. “In” the Business
This is confusing to many and if not clear to you, please call. Basically if your ability to sell and meet with people is limited, “stopping to look” can change your perspective and give you space to see new options.
- Build Deeper Relationships with Your Customers and Staff
Right now we are all dealing with this business and life interruption and need everyone in our corner and on the same page. By being compassionate and acknowledging present circumstances, we can build a deeper and more lasting relationship with our two key stakeholders – our staff and clients.
We are visionary contextual strategic thinkers and have started, grown and sold three companies. We will provide you with some pro bono work to discuss the important, Now What question and investigate out-of-the-box ideas with you.
Comment and/or start the conversation with your inside/outside leadership team.
Call or email John at email@example.com or 773-641-9631.
Written by John Ruh
John M. Ruh and Associates are mission based business advisors who partner with growth oriented leaders to create the right P.S.T. support: the right People, the right Structure and the right Tools.