<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=290086984736480&amp;ev=PageView&amp;noscript=1">
Search
word-map-thumb

The Alternative Board Blog

How to Shift the Sales Mindset in the Sharing Economy

May. 28, 2013 | Posted by Dave Scarola

Many top sales experts have advocated for some time that the days of using broadcast advertising and gimmicky sales techniques are behind us. This applies especially to complex professional services selling. To be heard you need to have great content and build great relationships with potential clients and referral sources. Business relationships are not built on the sales person's personality, but instead are built on being a valued resource to your prospects and sources.

Give to get. 

In The Go-Giver by Bob Burg (Endless Referrals) and John David Mann, the authors utilize a fable to effectively explain the "giving to get" sales model. Their business fable focuses on a man named Joe. Joe is a go-getter who did "a lot of going but not a lot of getting." Throughout the fable, Joe learns "the five laws of stratospheric success" (first introduced in the authors' previous book). In The Go-Giver, Burg and Mann expand on each of those five principles by bringing real stories about real people into the mix.

Five Laws of Stratospheric Success

  • The Law of Value: Your true worth is determined by how much more you give in value than you take in payment.
  • Law of Compensation: Income is determined by how many people you serve and how well you serve them.
  • Law of Influence: Influence grows when one places a great importance on others’ needs.
  • Law of Authenticity: The most valuable gift to offer is oneself.
  • Law of Receptivity: In order to continue giving effectively, one must stay open to receiving.

The Go-Giver laws lead to a more satisfying career for professional sales people. Let's face it: professional sales people, regardless of how successful or professional they individually are, receive a lot of baggage from the reputation created by some individuals in the industry. Following the laws of the Go-Givers can lead to a mindset change where they are genuinely making a difference to their prospects and clients through their efforts. As a result, they will find that they are more successful at closing business and being more fulfilled in their career.

Re-frame your approach.

To give one example, a colleague of mine knows that I like to learn about new tech productivity tools and apps. Therefore, in most of his communications with me, he passes along a tech tip that he's come across. The extra time it took puts this person higher in my relationship value and keeps them top of mind when I'm looking to solve a problem.  

How can someone become a go-giver? Lead with questions.  Frame that first conversation to find out everything about their situation; who they are, what they like, what does the business do, what are they working on.  Only once they've realized they haven't asked a question yet do you talk about yourself. This gives you all the information you need to tailor the conversation to how your new relationship can grow. 

Practice makes perfect.

One of the easiest ways to practice this new approach is when you are building connections on LinkedIn. It's so common now to receive a request and then they immediately try to sell something. The likelihood that the person on the other end is connecting with you at the exact moment they were looking for someone like you I extremely low. So instead ask them some questions about their work right now. Learn what stage in the customer journey they are in so that you can better help them.  

Want additional insight? Download Harness the Power of Social Media to learn more

DOWNLOAD

Despite the considerable literature that exists on the "give first" sales model, especially working with referral sources, my experience is that those individuals that take the time to give first are still rare and indeed stand out.  

The Alternative Board has drafted some tactics on sales enablement that tackle some of the more complex tactics like drafting a unique selling proposition.

Read our 19 Reasons You Need a Business Owner Advisory Board

DOWNLOAD

Written by Dave Scarola

Dave, one of our C-Level executives at The Alternative Board, has over 20 years of consulting, product development and technology experience across many different industries including telecommunications, hospitality, healthcare and financial services.

Related posts

How To Find And Keep Profitable Clients
Aug. 13, 2019 | Posted by Phil Spensieri, TAB York Region
In my previous blog, I discussed why diversifying your client base is important for your business’ profitability. Once you’ve targeted the right people, how do you go about keeping those profitable...
3 Ways To Ensure Profitability By Diversifying Your Client Base
Jul. 30, 2019 | Posted by Phil Spensieri, TAB York Region
Diversifying your client base can offer incredible opportunities for your business, and can serve as a way to protect your business from revenue fluctuations, create ongoing growth, and increase...
7 Tips for Managing Millennials on your Sales Team
Jul. 25, 2019 | Posted by The Alternative Board Worldwide
We often hear that millennial employees are a breed apart, and require a shift in management style and perspective. The same can be said about a millennial sales team and what’s needed to effectively...
What's the Difference Between Business Development and Sales?
Jul. 18, 2019 | Posted by The Alternative Board Worldwide
At first glance, there doesn’t appear to be much distinction between business development and sales. Aren’t both activities geared towards generating more profit for the organization? Isn’t a sales...
5 Customer Acquisition Strategies that Spur Growth
Jul. 9, 2019 | Posted by The Alternative Board Worldwide
Maintaining a strong base of existing clients is essential for every business, but acquiring new customers is equally important. Without an influx of new and prospective customers, a business may...
How to Generate Word-of-Mouth Sales Referrals
Jun. 25, 2019 | Posted by The Alternative Board Worldwide
Think about how you choose to make your purchase. There’s research you do online, or perhaps you’ve bought a product or service from a particular company before, and you’re comfortable doing so...
5 Customer Service Blunders Made by Small Businesses
May. 28, 2019 | Posted by The Alternative Board Worldwide
Is “quality customer service” part of your brand promise? If so, you’ve made a commitment to deliver an outstanding buying experience each and every time a customer (or would-be customer) interacts...
How A Sales Performance Plan Can Help A Struggling Rep
May. 2, 2019 | Posted by Joe Zente, TAB Austin
Whenever a sales rep isn’t performing, it is time for swift and decisive action. Let’s say our rep (we’ll call him John) is falling short of his goals. Depending upon the extent to which John’s...
Leadership Part II: Why be a Boss when you can be a Leader?
Feb. 6, 2019 | Posted by Phil Spensieri, TAB York Region
In my past 30 years of business I have met thousands of business owners and while all of them have been the ‘boss’, not all of them have been leaders. How to be a better leader is a topic that comes...
5 Tips on Improving Your Company’s Sales Process
Feb. 5, 2019 | Posted by The Alternative Board Worldwide
For just about every business, one principle is tantamount: every sale counts. A company’s sales process should be streamlined, well-structured, transparent and efficient. When one or more of those...