Lemon #87. What customers
While reading ‘Predictable Revenue’ from Aaron Ross, we learned about what customers care about. Aaron Ross says:
Salespeople get paid to close deals, and they tend to be pressured by fear. The result: powerful incentives to sell high-value services like a late night cable TV guy. «Buy now and get a month-end discount». (By the way, to prospects getting time pressured: Don’t you realize you can get the same discount next month?)
Customers don’t care at all whether you close the deal or not. They care about improving their business. This idea is constantly driven out of salespeople’s heads by the pressure of comissions, quotas and stress, but success is not when your service is launched; it’s when your service successfully impacts the customers business, such as when your software is adopted (not just deployed)
Is the high pressure you’re applying today generating short-term results at the expense of long-term results or client/employees trust?
Aaron Ross @ Predictable Revenue.