In Why Lie?, Seth Godin points out that prospects of (B2B) salespeople often lie because they do not want their decisions to be questioned by salespeople: “… when we announce that we’ve made the decision to hire someone else, or when we tell the pitching entrepreneur we don’t like her business model, or when we clearly articulate why we’re not going to do business, the salesperson responds by questioning the judgment of the prospect.”
Great insight, but it pre-supposes a lack of trust that is totally outdated and unnecessary. Let’s review how this comes about and how to disrupt the whole cycle.
Redrawing Your Map: Selling in the Knowledge Economy explains how the 21st century and digital social networks are changing client behavior, and sales, forever.
Having started in business in the 1980s in Chicago, I have had a front row seat to the waning of the Industrial Economy, which has created unprecedented human wealth through fabrication, distribution and scale in countless iterations. Its meltdown sets the context for a profound shift in all businesses, and it holds the key to understanding the new ways to bring new business to your firm. The Industrial Economy practice that is known today as “selling” is on life support in the ICU, and it won’t survive in most areas of the economy. Here I’ll explain how profoundly things have shifted and how you can use this understanding to revitalize how you bring new business to your firm. I’ll close with how social business empowers this disruption.