Comments on: Changing Our Vocabularies!

By: Yahoo! CEO Reveals New Direction | entry about business and economy

Yahoo! CEO Reveals New Direction | entry about business and economy — Tue, 02 Oct 2012 20:38:31 +0000

[...] Watch your mouth. The way you talk about selling to your customers betrays how you think. While selling is all about you, blogger David Brock suggests we change things up a bit. Let’s focus on the customer and fulfilling their needs instead of our desire to make a sale. Focusing on serving customers first by helping them make a decision about your product may seem obvious, but it may also be the key to transforming a business. Partners in Excellence [...]

By: Balancing Numbers

Balancing Numbers — Wed, 26 Sep 2012 12:17:01 +0000

By: David Brock

David Brock — Wed, 26 Sep 2012 12:13:23 +0000

John, thanks for the comment. Everything we can do to focus on the buyer changes our perspective. Anyone not inveting time in udnerstanding the language of the customer’s procurement organization is certainly going to lengthen their sales cycle in the least. It’s great to hear from you. Regards, Dave

By: David Brock

David Brock — Wed, 26 Sep 2012 12:11:20 +0000

Heather, thanks for the comment. It’s amazing, small changes in the way we approach customers have a tremendous impact on our results.

By: David Brock

David Brock — Wed, 26 Sep 2012 12:09:59 +0000

Great comment tamara, changing how we express things changes our point of reference. Focusing on buying, value creation, problem solving all get us focused on the customer, which, by the way, gets the customer to focus on us. Funny how that works.

By: John O' Gorman

John O' Gorman — Wed, 26 Sep 2012 11:21:03 +0000

Hi Dave, hope all is well over your neck of the woods.

Like the post, a change of vocabulary can definitely help develop the buyer seller relationship. Another angle that teams over here are finding useful is to look into their buyers procurement policy.
Doing this is helping them shape the language and sales approach. Hope this angle helps.

All the best John

By: Heather Stone

Heather Stone — Wed, 26 Sep 2012 07:56:39 +0000

Focusing on the customer is always a good idea, Dave. I like the way you zero in on how to do that here with just a few simple changes in perspective.

By: tamaraschenk

tamaraschenk — Wed, 26 Sep 2012 07:36:42 +0000

Dave, you raise a very important topic!
I’d like to add another thought: Talking about “buying” is changing the perspective, absolutely. Couldn’t we change the perspective even more if we were talking about “creating value” or “solving problems”?
BTW, “selling experience” was on of the first things, I didn’t really understand on The Challenger Sale research results. What’s mentioned there as “selling experience” is “buying experience” of our customers. Our customer are not thinking in terms of “selling”…
Thanks for addressing this topic – it will definitely help people to get out of their inside-out approaches…