Unlock Your Unique Human Proposition® (UHP)
Discover how to strengthen, bond and deliver an unparalleled sales experience!
The Salesperson Is
No Longer King
Gone are the days when the salesperson was KING.
The world, the routes to market and the mechanisms to deliver solutions have all radically changed. And so has the buyer! They are now far better educated and, in many cases, up to 60% further along the buying journey before you even get a chance to speak.
That’s why nowadays the sales journey has to be the buyer’s journey, not your journey – it has to be at their pace.
Traditional sales methods have always been focused on results, processes, being in control and ‘steps’ of the sale to the ultimate close – which were all in the hands of the salesperson, not the buyer.
The knock-on effect was that most people never really enjoyed being sold to because they felt no emotional benefit.
Sales models were sterile and results-driven and looked something like this:
- Revenue – required to run the business
- Targets – in place so your sales team knew exactly what they needed to hit
- Strategy – typically covering ideal customer, territory, business sector etc.
- Tactics – volume of activity required to meet targets; often just a numbers game
In my 30 plus year sales career, I have seen this model play out over and over again. Yet I always instinctively knew there was an important element missing.
The light bulb moment came after I inherited a sales team who were £2 million short on a £6 million target.
This was their sales model:
- Revenue – down by £2 million
- Targets – team demotivated, under pressure and super stressed
- Strategy – just sell more
- Tactics – desperate, ineffective and uninspired
But within 18 months I turned this around, and we ended up fabulously £180k over our target.
We achieved outstanding results because we did the right thing rather than just focusing
on number crunching and processes.
In short, we added a human, emotional element aka the UHP.
We flipped the strategy.
You see, as counter-intuitive as it might seem at first, organisations that only focus on results, without taking into account their customer and their UHP – Unique Human Proposition® – will inevitably struggle.
It’s time to put the focus back to where it should be – the customer.
The time to take action is now.