Observations, discoveries, and beliefs are simply based on our perspective at the time. We can only see what we see and know what we know. Based on those two perspectives, we are capable of drawing many conclusions. Are they the right conclusions? Yes. From our perspective. Once we add the information, knowledge, and experiences of others it is likely our perspective will change.
Viewfinder Perspectives
The same is true as we begin work with our customers. Every one in your company and in your customer’s company has a perspective. The perspective of the decision maker is very important. Understanding their perspective is extremely critical to developing a relationship and delivering a solution. Experience teaches us that there are often others involved in the buying process. Their perspective matters, too. Just as you would rely on the influences of others to expand your perspective, you need to also rely on the information and influences of others in your customer’s organization to provide a broader perspective for you.
Developing a strong, influential relationship with the primary decision maker is critical to the success of your sales efforts. Ignoring the potential influences provided by the perspectives and insights of others diminishes your viewpoint and your potential for building a great business relationship with your customer.
photo credit: southern
Dave Cooke is CEO of Strategic Resource Group, llc an organization specializing in helping businesses increase their revenues through effective growth initiatives and employee development programs. His contributions and insights can be found on his blog posts, SalesCooke and Sustainable Revenues. He has also developed a new program for sustainable revenues in a down economy, known as SuRF. To download this case study go to: SurfWhitePaper.com.