THERE’S NO SUCH THING AS DEFAULT ANYMORE

In sales, marketing, or even winback, many have been taught that it’s all about building rapport, building relationships, and all the other defaults. However, the market is changing. These things are still important but it will now depend on who is on the other side of the table, your customer. Dan and Collin continue to explore the application of models such as DISC and OCEAN in the winback process, and you will learn more in this latest episode of Sales Transformation.

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TRANSFORMING MOMENTS

COLLIN: IT’S NOT A ONE-SIZE-FITS-ALL

“Organizations are taught that small talk and building rapport matters in every situation, and it's highly dependent on who's the on the other side of the table. It's not a one-size-fits-all. So, if they're more of an ROI-driven person, then focusing on that is going to be the most important thing to increase your likelihood of winning them back.”

COLLIN: SELLERS' AND MARKETERS’ DEFAULTS

“The challenge is that sellers or even marketers rather are going to always show up the way that they would if they were on the other side of the table. That's the bias because they're communicating in a way that would make the most sense to them if they are buying. So, that's their default. So, knowing this information about these people and being able to adapt it based on what you know about them is really important.”

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