Common Mistakes in Sales - 161

#161 - Common Mistakes in Sales

This week on the Catalyst Sale Podcast, Jody and Mike discuss three common mistakes in Sales. 

1. We tend to focus on the solution instead of the customer problem
2. We forget that the customer is the hero in their story
3. We try to have one solution fit all challenges

Key Takeaways:

• We forget that it’s all about the customer
• We continue to miss on empathizing with the customer
• We don’t take the time to design our interactions with the customer based on an understanding of how they go through the process
• You don’t come in and save the day, you help out on their big adventure
• Be a catalyst that helps them with their success
• Make the buyer look like the hero
• If you try to solve for each of them using the same lens, you are going to create some risk that is not necessary for the organization
• Use the right tool for the right problem inside your organization and realize that there are different perspectives that are necessary in order to look at each of these problems

Show Links

• Dan Tyre Episode
• Donald Miller Episode
• Building a Storybrand Podcast

Sun Tzu Quote 

“If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.”

Call to Action

How are you thinking about revenue operations inside your organizations and do you see the distinction between the customer decision-making process and your sales process? How are you overcoming those challenges?

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