Do you tell your clients that you work in partnership?
What evidence do you have to reassure them that the statement is, in fact, true?
What are the qualities of a good partnership?
Does your team possess the skills required to forge strong win:win relationships, built on trust, transparency, transparency, comfort with change and interdependence and a focus on the future?
In this episode, I invite Fred Copestake, a sales consultant and trainer specialising in complex B2b sales environments, to get into this topic with me. He has spent the last 22 years travelling around the world to develop salespeople, in over 200 companies, to move from the transactional selling styles of yesteryear, into the collaborative selling styles of today and shaping the ‘business partners’ of the future.
As you will by now know, here at KAMGuru we are big believers in fostering a ‘valued partner’ relationship with your most important customers/clients. Partnering with your clients should be more than just a statement, more than something you simply ‘say’ on your website. It should be lived in the values, attitudes, behaviours, and skills within your teams and consistently demonstrated in your most important customer relationships.
In my discussion with Fred, we dig into his concept of ‘PQ – Partnering intelligence’. (He has even written a book on it). We talk about what the concept is, and what qualities we should be developing and demonstrating in our key account relationships.
You will hear us talk through:
In each episode we ask you, our listener, a killer question that is designed to get you reflecting on your business, your KAM Culture and where changes in thinking and behaviour could lead to increased customer success. In this episode we asked Fred to give us his killer question which was:
“Why would you NOT use partnering intelligence to build relationships with your most important
customers?”
There you have it. It's logical to just naturally want to build PQ into your sales skills toolkit – isn’t it?
Fred mentioned his PQ (Partnering Intelligence) Self Audit which you can take. Find out your Sales PQ now using this diagnostic tool.
Fred is the founder of Brindis, a sales training consultancy based in the UK. He is a Sales Consultant, Trainer, Speaker and Author with a special focus on...