For the longest time, my theory of evolution in our life and society have been analogous to the evolution of the computer industry:
- We started by having 1 computer that took up several football fields, did very little and only the privileged few (the aristocracy you might say) had access to the power. The rest of us were the in the fiefdom.
- That became the mainframe that IBM ultimately dominated, but again, only the privileged few had access to the power.
- Then came the minicomputers (Prime, DEC) and more people (lets say the heads of state or, territory or area) had access to the power
- Then came the PC and laptop computer and all of a sudden individuals had access to the power
- And of course we now have our mobile devices which are faster than the original PC’s, and give us access to ………..
- THE INTERNET, WEB, APP’S, SAAS, VIDEO CONTENT, FACEBOOK, BIG DATA, ETC so ANYONE AND EVERYONE CAN GET WHATEVER THEY WANT, WHEN THEY WANT IT. WE ARE ALL KINGS AND ARISTOCRACY NOW.
And it is making us less inclined to consider the other, since we feel we don't need them anymore. After all, if I CAN GET WHAT I WANT AND WHEN I WANT IT, without having to deal with people, or salespeople, why should I?
But, here is the problem. It is misleading, an illusion. People still have the need to be connected (see Facebook), still need the personal relationship, even though they are being conditioned and feel like they don’t. “For example, Big Data” is meant to be broken down into it’s most minute, measurable element which just obscures the fact that “the whole is greater than the sum of the parts” and that we are all in this together.
So what does this mean for us as salespeople:
- Reach out and touch someone, reach out and just say hi. Don't fool yourself or be misled
- Go visit somebody in person
- Be sensitive to people’s DiSC style, emotions, etc that affect how they buy
- Relate to people as people, not objects or invaluable objects, especially if you are the benefactor of many leads
- When you are with a prospect or customer, don't just ask about their technical and/or project needs but see if you can find out what it means to them personally.
- Be honest, genuine, kind, generous, caring and people will respond to you.
What are your thoughts? Please let me know.
Jonathan David London