ABC = Always Be Customer Centric
You’ve heard the common sales acronym “Always Be Closing,” right? At AthenaWise, we believe in half of this equation and suggest replacing the hard close with customer centricity. How do we know this will work?
When Nancy was hired to develop the sales skills for a team of 70 entry-level sales managers, the sales ninjas became true believers. Together with Nancy, the team they adapted their “us, us, us” approach to instead focus on the customer.
As a result of this laser focus and new approach, their team closure increased by 30%.
By always starting with the customer, closure increases. Simple math.