Selling With Noble Purpose, 2nd Edition

PART 3Activating Your Purpose with Customers

In order to be irreplaceable, one must always be different.

—Coco Channel

In Part 3, you'll learn how to create competitive differentiation where it matters most: in the eyes of your customers. We'll look at how to bring your NSP to life across the table from individual customers and in front of big crowds. You'll read about how a few inventive teams took their sales to the next level by turning a traditional pitch into a transformational engagement, and how you can help your team do the same with your clients.

You'll learn how an NSP approach can help your team gather better customer intelligence and how to use your CRM to create more meaningful customer interactions. We'll provide techniques for leveraging your NSP to create differentiation and emotional engagement in presentations, proposals, and demonstrations, and during negotiations.

We'll talk about how to set your sales team up for success by creating an internal ecosystem that orients them toward customers. And finally, you'll learn why fear has such a chilling effect on a sales team and how you can take fear off the table for your team.