Sellers often chase targets and try to achieve sales objectives in their job. Often they succumb to burn outs, lows and struggle to get back. Once they understand how to think about ‘thinking stress‘ they are better off in managing any situation.
In this clip, I talk about the difference between good and bad stress.
It was fantastic to see sellers at S&I System make an intentional mind shift and ready to move from SLA driven features and function selling to business outcomes and experiences. In the digital era where continuous value is being created everyday, both ‘Interactive Competence‘ and ‘Value Discovery‘ are two important skills that will separate a Sales Rockstar from the average order taker.
Best wishes to the team to scale new heights and to achieve your sales objectives in 2018!
Here is an interesting way to explain why SAP continues to struggle to sell HANA, S/4 HANA even after 7 years of pitching it hard to its customers. The BigMac example is an interesting take to explain a point.