SALES WORKSHOP
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
Enticing tips
on the knack
of seduction
Are you selling or seducing? Asks sales
acceleration experts Gary May and
Steve Mills, founders of Saqqara.
Gary May (left) and Steve Mills
N
aturally, in your delight the best of them with a partner’s birthday, anniversary or
personal life, if you personal, hand-written message simply taking them for granted?
.THE EVOLUTION OF
knew that your that made them feel loved? Conversely, what if you bring home SALES TECHNIQUES
partner was on an unexpected gift, tell them how
As founders of the business
the phone right now having a A business relationship is exactly much you appreciate them or
acceleration company, Saqqara,
conversation with someone who the same as the relationships we surprise them with tickets for a show?
Steve Mills and Gary May are
was pleading with them to leave have with partners, wives and sharing their knowledge and
you and run to them, would you husbands. We need to be honest Amazingly, too often you’ll hear experience with technology
still be reading this article? I’m sure with ourselves and recognise your sales people shout about how
and telecoms businesses
that like me your answer would that our customers are extremely they have ‘just done a deal’, ‘got
throughout the UK, inspiring
be a resounding NO! You’d be promiscuous and acknowledge the order’ but never ‘entered into
change and delivering results.
speeding off back home wanting that they are being flirted with a relationship with a customer’. The
to know who was trying to seduce and tempted every single day by ‘I’ve pulled’ approach is what has As the former MD and Sales
your loved one, and rightly so. your competitors, offering cheaper gotten sales the reputation that Director partnership of
it has and customers sceptical of Siemens’ second largest reseller
Let’s look at the question in exactly
You’ll hear
being just a ‘one night stand’. The worldwide they know a thing
the same way but replacing your art of seduction is wholly based or two about sustained growth
loved one with the names of
your sales
on the art of communication. and success in competitive
your customers. Is the answer still
people
Keep talking in a relationship sectors and difficult markets.
the same? If it isn’t then it ought and you understand what’s
to be. We all know that once
shout about how
happening, what’s changed
Gary and Steve now give Comms
the romance and seduction has
they have ‘just
and what’s missing. When you
Dealer an insight into their world
been forgotten in a relationship ask your partner how they’re
of original, sales thinking. They
the attraction wanes and there done a deal’, but feeling, do something about it.
said: “150 years ago Charles
is a temptation for the other
Darwin developed probably the
never ‘entered a most belief-changing theory in
party to look elsewhere. Do you ask your customers what
relationship with
history. Surprisingly, ‘The Origin of
they like and don’t like? If so, do
Species’ probably contains the
This is a concept that Saqqara
a customer’
you use that information to adapt
single most important recession
has been employing to get your marketing and improve your
beating theory in history.
telecoms companies to consider ‘this’ and better ‘that’. How does products and services? Do you ask
“Darwin introduced the
the very reason that they have that make you feel and what your teams what feedback they
concept of natural selection
existing customers – you seduced are you going to do about it? hear and what they think about
and the survival of the fittest.
them and they chose to use your own products and services?
He explained that in times of
your products and services. Do you just acknowledge it and Do you act on that information?
hardship, drought and famine,
You offered them discounts, let it take place and accept they
(credit crunch and recession), it
additional products and free trials. are being courted by another, or It’s great to communicate and is those that adapt and change
What happens to all of these a do you reignite the long forgotten get the information but remember, that survive and prosper!”
year into the relationship? How art of romance and seduction implementation is everything and
Read Comms Dealer magazine
special did your customers feel and make them want you more money follows action.
�
and keep up to speed with
this Christmas? Did you treat than ever? What are the effects www.garymay.net/commsdealer
the latest sales strategies.
them all the same? Or did you and repercussions of forgetting a www.saqqaragroup.co.uk
26 COMMS DEALER FEBRUARY 2009 www.comms-dealer.com
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