“First I believe that selling anything to anybody, if it’s done with integrity, is actually an act of respect. It acknowledges that the person you’re trying to win over is freethinking and autonomous”
– Bruce Philp, The Orange Code
When I read this statement by Bruce Philp, I smiled. For over 16 years I have been selling as a profession – this statement above sums up nicely how integrity and respect is possible in a sale. The key component from the selling standpoint is you MUST have respect for your customer (or potential customer) and be willing to see them as “freethinking”. Especially when you are questioned and challenged. By having an uncompromising focus on the customer through the whole process – listening and understanding their perspective is imperative in a Enterprise Content Management Project.
Every day we are challenged as professionals to listen and understand someone else’s perspective, as well as add our opinion and expertise to the mix. Seeing customers and colleagues as partners (with their own level of expertise) is a key component to success, especially if it is practiced from both perspectives.
Looking at how we as a company communicate to our customers and talk about our customer partnerships does display many of these elements;
- “ImageSource works relentlessly with our Customer Partners to build a relationship of ongoing success and trust. The collaborative approach…”
- “What has followed has been an extremely successful business venture that has its spirit deeply rooted in a love for entrepreneurship and innovation”
- “We take pride in our ability to overcome business challenges with integrity and sincerity. Our success is testament…”
- “… This standard results in strong and collaborative customer relationships that are ongoing.”
Do we walk our talk? Some days better than others.
Do our customers walk their talk? Some days better than others…
In the long run the best measurement of success of a sale is long-term customer partnerships and successful ECM projects…from both perspectives!