Strategic sales in the life science market (part 6 of 6)
The three big trends: commoditization, saturation and customer-closeness –
and why we need new structures and new mindset in sales
This is a paper in six parts.
Sixth part: Solutions
We simply have to change our mindset and our used thinking patterns to adapt on all levels.
It begins with the initial acquisition, the first step, the providing of information for our customers to give them opportunity to learn more about us, even and especially before the first personal contact.
Video-marketing for example could be an appropriate tool for that.
It goes on with how we treat our customers, how we interact, how we deal with them, how we recognize them and their problems and how we solve those problems.
Our own positioning as a company is more important than ever before. The same is true for the question what claim we stake off for us in the market and how authentic and honest we live this claim.
Customers will immediately recognize the bigotry when we claim ourselves “customer-centric” and at the same time the first words of our advertisement is “The market”, only because we feel proud of knowing something about the market.
Imagine: Would you buy a car, an Audi or a BMW, when the advertisement starts with the words: “The market”? Well, this may be doubted.
So what do we need to keep pace with the changes in our new sales world?
We need innovation on all levels (products and ways of selling), we need to increase customer centricity by all means and wherever and however possible. And we need to sharpen our position in the landscape of competition. Therefore we need to change our perspective as often as possible.
Only from there can emerge real differentiation thus real und sustainable competitive edge.
The good news here is that there are a lot of tools available for us to practice contemporary sales and selling.
There are modern, easy-to-use and practical personality and behavior models which we may utilize to address our customers properly and effectively. Easy to handle platforms for video-marketing are available to support our initial acquisition, to transfer authenticity and to back our expert status positioning.
Many of those tool are even free of cost. We only have to make use of them.
Do you have questions?
Just contact me!
Strategic sales in the life science market (part 6 of 6) >>>
The DISC-booklet is free for download as your personal starting point in everything what has to do with the DISC-model.
Copyright © by Dr. Martin Auer, 2017
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