This past year has been a good year for us at Resolve; we have grown considerably, worked on some exciting projects, and clarified the huge range of services we offer to our clients in our new services page.
However, we have also been going through a bit of a change on how we think about sales. For the past 8 years I have run the organisation on a fairly simple premise; that we don’t do “sales”.
What I actually meant by that was that we don’t do typical IT sales. I have lost count of the number of times when I visit a new or potential client to find out their old IT company has sold them servers, software or other bits of kit that they don’t need. Why do they do this? Because IT salespeople are usually on a commission and so they need to sell new stuff to meet their targets and get their bonuses.
This results in pushy sales people selling complex and expensive solutions to their customers that they don’t need – something that we will never do.
We are very different, and so we have kept away from calling ourselves “salespeople”. However, over the past few months I have realised that actually we are salespeople in the best sense of the word:
- we listen
- we understand
- we are proactive
- we build relationships
- we are not on commission
- we are experts in IT (you should see the qualifications of the people who are involved in sales)
- we don’t sell you something you don’t need
- we get you the best for your budget
- we explain all of the benefits of the solutions to you
- we don’t pressure you
- we speak your language
We have updated the “what makes us different” part of our website to reflect this change – our ethos hasn’t really changed at all – just some of the language we use.
I would welcome your comments on this change.
[“source=resolve”]
