“Success is no accident. It is hard work, perseverance, learning, studying, sacrifice and most of all, love of what you are doing or learning to do”

Pele – Regarded as one of the greatest football players of all time 

When I was working as a Sales Director in Indonesia, I learned the meaning of “Pusing” – which means “headache” in Bahasa Indonesia. Not only in the physical sense but also when something gives your brain too many things to think about. That’s exactly what I observed last week when I watched a group of salespeople applying the new way of selling in a role play. They intended to sell with the Buyer’s Perspective but often fell back into old habits: Selling with the Seller’s Perspective. Indeed, it was challenging their brains. I told them: “that is fine; the sales transformation will not happen automatically. Your brain needs to work hard. You need to challenge yourself constantly.”I quoted Pele what he said about Success. You need to work hard, persevere, learn, study, sacrifice and love what you are learning to do.

They asked: “can we simplify the challenge?” I hesitated. Selling with the Buyer’s perspective requires a different mindset, an attitude that sets you apart from the competition. That takes time, repetition of forgetting the old and replacing with the new. There is no shortcut. So, I advised them to start small and repeat their new learnings until they become habits. Learn to know the difference between the old and new way of selling.

If you find the transformation also challenging, then have look at the below interactive infographic and see the difference when you Sell with the Buyer’s Perspective. Which behaviours are you doing well, and which ones needs work?

This focus will help you to improve bit by bit until they are a new habit. Seeing the world from the Buyer’s Perspective opens new opportunities. A world of buyers asking you for advice. A world where you facilitate change and influence the buying process. A world of winning and closing deals. Success is no accident.

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