Sales is beyond sale
With time, the term customer satisfaction has so deeply been routed in the ecosystem, that the seller is happy with a satisfied customer, and the customer is happy choosing 'better than the worst'.
On this page we have an example, proving 'customer delight' to be the most cost effective way to penetrate, grow and sustain business.
Before
Client Brief - "I want to get rid of this, the structure's life cycle as per manufacturer on paper is 25 years, our extreme regional climate has massively deteriorated the structure. I don't have time or money to do touch ups regularly and I also can't have repeated operational down time to fix things. I don't know what is the solution, as getting approval to spend on something new is also difficult as on paper this structure has year's of life left."
Core Problem - An existing product that's a maintenance nightmare which cannot be taken off the property until something better is planned in its existing place.
Challenge - In not-so-distant past, my then-current organization sold the existing product to the client.
Business - It was very difficult to generate business by selling a product. So, a 'justification to buy a new product' was sold, a justification which could get client's board approval, a justification which could be presented independently and not just as a solution to the core problem.
After
Solution is one thing but execution is beyond the great motivational literature you read on a lazy afternoon.
I had to develop skills beyond my core competencies of sales, negotiation, estimation, project management, contractual/legal know how. The new skills included understanding civil and MEP good enough to look for and convince optimal service providers to be strategic partners. But most importantly being prepared to be thrown in world of project surprises during execution.
I made sure that the project is captured with the best lens and we get content good enough to generate more opportunities. From creating the solution, then generating business to project execution and finally creating 'WoW' content, I had to convince a number of people in a number of departments on client's side and in my organization.
The good news is that all involved are delighted with the outcome.