 Telecom companies who understand the value of being able to easily access and utilize, in a streamlined manner, data from all areas in their network topology turn to DataDuct to reduce installation time and costs of new and upgraded systems.
We had been approaching sales as a make-or-break goal-oriented task and had adopted a formulaic style methodology, which may explain why we found the information shared with us by Peter Lawless of 3R enlightening and powerful.
Now, instead of seeing prospects as a homogeneous group, we are equipped to effectively engage prospects as individual people with individual ‘maps of the world'.
Where did 3R actually help?
Peter helped us understand that there is more than one positive outcome to be had from a “sales” meeting. Being focused on the prospect's needs may not lead to an immediate sale, but does lead to the prospect's respect and, of course, this leads to you being in an excellent position for future opportunities.
After Peter's course of Stop Selling we realized that there is no universal model of customers and that one should not second guess or presume either the values, problems or issues a prospect might perceive. Instead, it is more useful to explore and discover these in the course of the interaction. Each prospect then becomes unique in the eyes of the salesperson and this realization means that the salesperson's thinking is not pre-defined, other than knowing his task is to tune in to the human being in front of him and explore what can be achieved together.
Now, an enduring relationship and customer respect is the new goal: sales are a side-effect that happens along the way. These new shifts in perspective have made an enormous difference. And for this not only do we thank you, Peter, so do our prospects and customers!
Keith Start, CEO, DataDuct Technologies
Testimonial
"Peter helped us understand that there is more than one positive outcome to be had from a “sales” meeting. Being focused on the prospect's needs may not lead to an immediate sale, but does lead to the prospect's respect and, of course, this leads to you being in an excellent position for future opportunities." Keith Start, CEO, DataDuct Technologies, www.dataduct.com
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