Monday, November 11, 2013

5/7 Is Not a Time Signature

By John Trimble

5/7 is not a time signature and of course you knew that. There are wacky time signatures like 13/8 and 7/8 or 9/4 but there is no “7th note.” But you knew that too.  What you might not know is what 5 / 7 really refers to: it’s what clients want from the salespeople who call on them.

In a very extensive CEB Consulting Survey of 5,000 plus companies over 50 different attributes were tested as to what companies needed from their providers to remain loyal to them. Seven responses were found way above the others in impact. But the top five all speak directly to the need of the client not necessarily to buy something but to learn something.

Listed in order of impact they are as follows:

  • The salesperson offers unique and valuable perspectives on the market.
  • The salesperson helps me navigate alternatives.
  • The salesperson provides on-going advice or consultation.
  • The salesperson helps me avoid potential land mines.
  • The salesperson educates me on new issues and outcomes.
  • The supplier is easy to buy from.
  • The supplier has widespread support across my organization.

If you are like these responders you are saying to your salesperson: “Here is what I want, don’t sell me, help me. Help me by telling me what is working for other similar companies, similar problems, give me options that I might not even know exist, advise me, protect me against train wrecks that we might unintentionally cause by overlooking something, give me some genius ideas on what else we can do that we have not even thought of yet. But mostly, don’t sell me, help me.”

IOS gets that. Happily, this is also how we define our value to the client. Our entire sales process was built around this concept. This is also why if we do not have a fit, if we cannot bring insight and improvement, we are the first to point it out. Otherwise what’s the point?

So I guess we can play in 5/7 time after all.

Go ahead, give us your biggest problem.

With offices in five states, more than 500 installations and document scanning facilities that convert over five million pages a month IOS knows what it takes to solve your document challenges.

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