TALKING SALES 14: "Sales process needs purpose" - Ian Lowe

John Smibert

Silhouette of helping hand between two climber

In this 3 minute interview Ian Lowe talks with Ian LoweJohn Smibert about how 'Sales Process' and 'Sales Purpose' compliment each other.

As he says "... one amplifies the other, but one, in absence of the other, can easily lead us down a path that ultimately takes us in the wrong direction".

This message is [presented very articulately by Ian. It is similar to the message in the last episode of talking sales (Passion over Process by Dan Symons) where Dan emphasised the same point in a different way.

Ian is the CEO of Go-Givers Australia. He is an expert in sales transformation and a specialist in why people sell.[private]

See more of the 'TALKING SALES' series here

Interview Transcript:

John: Welcome back! I've got Ian Lowe with me again, Ian's the CEO of Go-Givers Australia. He's an expert in sales transformation, and he's a specialist in why people sell and not how they sell. Welcome back, Ian!

Ian: Again, pleasure to be here!

John: Ian, last time we talked you raised the subject of sales process and compared sales process to sales purpose, the why we sell, and said there could be conflict there. Now, sales process to me is vitally important, and in order for an organisation to manage their sales operation and individuals to work through a process and so on. Is there conflict between process and purpose?

Ian: No, I don't think there's conflict per se. I think one amplifies the other, but one, in absence of the other, can easily lead us down a path that ultimately takes us in the wrong direction. [01:00]

John: Okay.

Ian: You know, I think knowing how to sell, which we could say is sales process and sales methodology; critical, knowing how to sell - very, very important. But if you're out there slavishly following the steps of your sales cycle, because that's your sales process, but you don't have a why that's focused on the client... then you can be selling aggressively because that's your job, right?

Process vs PurposeJohn: So the process could be designed on how I'm going to close an order versus how do I create value for the customer.

Ian: Exactly right, yeah. Yeah, your mindset is about following the sales process and trying to make more sales.

John: So what do salespeople need to do to keep that in mind and to ensure that they do have that focus on purpose, the focus on the why?

Ian: Well, I think it starts with an understanding that you can't make a sale in the first place. You know, someone might say "What do you mean you can't make a sale?! We do that all the time!"

John: Yeah.

Ian: We would say "No." In any free market economy you can't make somebody do something they don't want to do. [02:00]

John: True.

Ian: People will make their decisions for the reasons they make their decisions, but you're not in control of the decisions they make.

John: But I have seen salespeople manipulate people into making decisions.

Ian: And that's part of the problem, right? Following the sales process can easily, easily lead down to manipulation.

John: Because they are methods that incorporate manipulation?

Ian: Yeah. Because, again, you don't have a why, right?

John: And we need to get rid of all that.

Ian: We need to get rid of all that. If you have in your mind the idea that you can make a sale and it's all about you and your product and your service, but if you have an idea in your mind and you're invested in the idea that your job is to create value for the customer then your focus is on them and their need.

John: I like it very much, Ian. So, the bottom line is: we need to have a very, very purposeful reason why we're selling, it's got to be around the customer and the value, and process methodologies should support that and lead us to that; not compete against that by trying to close an order.

Ian: Absolutely, you nailed it! [03:00]

John: Thank you, Ian!

Ian: [laughs]

John: That's a great message - look forward to talking next time!

Ian: Look forward to it. Thanks, John!

John: Thanks!

****************

john5-250x250-green-halo

Your Invitation: I invite you to join the Sales Leader Forum group on LinkedIn where you can experience informative discussions with your peers and sales thought leaders on subjects like the one we have discussed here. I also invite you to subscribe to the

   - Sales Leader Resource Centre here

   - Sales Leader YouTube channel here (300+ sales leadership videos)

Please Share: If you valued this article, please share via your Twitter, LinkedIn, Google+ and Facebook social media platforms. I encourage you to join the conversation or ask questions. So feel free to add a comment on this post - I promise to respond. If inclined please follow my LinkedIn post page here.

Want to touch base? If you have questions please feel free to contact me - email: john.smibert(at)salesleaderforums.com, Phone: +61 404857893 or Skype: john.smibert

Your B2B Sales Library

Need resources to help you sell or manage more effectively?

Ever wished you could find a wide range of B2B sales Resources in one library?

Check out the library here

It's packed with articles, videos, keynote speeches, Tools, templates, training materials, eBooks and eGuides.‚Äč

Subscribe to the Library Here

Advertisement:

European Peer Group Chair Wanted

We have a number of new enquiries from sales leaders based in the UK, Europe and South Africa who are looking to join a peer group.

We need a Chair to facilitate this new on-line group. This is a valuable role that will be rewarded.

If interested read "Is a Forum Role for you?" and if the answer is "yes" please Contact Us

SALES LEADER FORUMS

A Sales Leader Forum provides you with the opportunity to connect with your peers and create a support network of like-minded individuals to learn how they have dealt with the same challenges, issues and problems that you’re facing.

LEARN MORE

FIND B2B SALES CONTENT – TO HELP YOU SUCCEED

1000's of sales articles, videos and sales tools.  Sales leaders and their teams can access most of it free - simply subscribe.

This site brings you some of the latest expert thought leadership content on business to business (B2B) sales from specialists, sales leaders and sales professionals.

ENQUIRE ABOUT MEMBERSHIP

LATEST ARTICLES

LATEST FROM TWITTER

ARCHIVED ARTICLES

CATEGORIES