#PARADIGM SHIFT PROFESSIONAL#
Professional B2B sales missed the inflection point that should have caused many sales organizations to change their sales approach. The Modern Sales Approach and Our Paradigm Shift Without proving the world has passed your prospective client by, something occurring at a blistering pace in the 21st Century, it's unlikely you'll accomplish a paradigm shift, especially with a person whose identity is tied to the status quo or when they have incentives, they believe might be at risk should their company decides to change. But other stakeholders will resist the information. Mostly they are vetting the shift, and your confidence and your credibility. Mature leaders who are unafraid to leave the past and move towards the better future (that they are charged to deliver) aren't afraid of or intimidated by a paradigm shift. You can argue with a salesperson, but it's difficult to argue with a dozen different of credible sources. The value of third-party data in a modern sales approach is that bolsters your case, proving that what you are suggesting is true and not conjecture. One way you make it easier for your clients to accept their new reality is with hard data, the kind that is difficult to refuse or refute. It's the paradigm shift or the "aha" moment that creates the value for your client, providing them with new potential and better future results. Insight-based sales approaches are useful for creating a paradigm shift, but the value of the insights is not the insights themselves. When one's beliefs and the actions that followed allowed them to succeed, it can be difficult for some to have the "aha moment," or accept that they might need to change to continue to succeed or improve their results. When someone has long held beliefs, it's difficult to remove and replace it with something new. Some percentage of your contacts will immediately realize the paradigm shift, while others will struggle to believe that the way they have always done something is no longer the best choice. The paradigm shift provides your prospective client with an " aha moment," one that allows them to recognize that what they are doing or how they approach it must change. The paradigm shift caused him to finally raise his pay rate. To provide a paradigm shift, I showed the client the data proving that the world changed, and he had missed the inflection point when his assumptions inverted. But both of those assumptions were incorrect and outdated. The first assumption was that labor was cheap. The client's underlying assumptions were built on two beliefs. At one time, I had a client that refused to increase their starting pay rate.Often, the better experience costs less than a hotel. Instead, you can rent a house or an apartment, providing more privacy and a much better experience. Airbnb’s paradigm shift was that you should not have to stay at a hotel.You would be hard-pressed to go back to a taxi after using Uber. Instead, you should use an app to acquire a ride, and one that is clean and comfortable. Uber's paradigm shift was that you should not have to stand on a corner in the rain trying to hail a taxi.The ability to cause a prospective client to change their approach or the assumptions they have relied on in the past is a powerful differentiator. The Paradigm ShiftĪ paradigm shift is a fundamental change in approach or underlying assumptions. To do that, you need to help your clients with a paradigm shift. To create a preference to buy from you, you need to differentiate your approach in some meaningful way. When every salesperson provides an experience so similar that you can't distinguish one salesperson from another, your contacts are left wanting something more. Over time, as your client's world has changed more–and faster–than ever before, this approach doesn't provide the experience or the appropriate value for your prospective clients. This legacy approach requires you to ask your client about their problem, followed by an explanation as to why your solution is the best. The product manager will have you explaining how your solution is different and why it's the key to the client's future success. Because most salespeople are still taught and trained that their company and their solution is the source of their differentiation, they continue following their marketing department's mandate they start the conversation by sharing eight slides about their company. When there is no difference in the client's experience from one salesperson to the next, the client has little to prefer one over the other.
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