I keep hearing from my friends and experienced sales folks about closing. My last 24 hours experience has been different. There is no one fit for all.
A sale is about solving customer’s pain, delighting him. Closing the revenue target is a byproduct. A sale is about making him or her comfortable. It is about trust, belief, and respect.
We all like to be loved, treated well, and not cheated. This should be the pillar in sales, not the targets or bonuses.
You can sign them for one year, quarter but when they switch they will tell a dozen others about their ordeal. We should strive for delighting customers, not product marketing. We have to be true to our customers.
In 2020 the biggest moat in sales is having your customers as your believers, champions first. Hitting the sales target, revenue, the quota will follow.