Let’s focus again on the ‘7 Habits of Highly Effective People’, by Stephen Covey. Only after having achieved the self-mastery of habits 1-3, can you start to work towards developing habits 4-6 and your capacity to work well with others. In a sales environment, this can entail working with other team members as well as working with the customer or client. Habit 4 is think Win/Win.
Win/Win is a philosophy, that when applied to sales, means that solutions or agreements are mutually beneficial and both parties are satisfied. We’ve all seen situations where Win/Lose, Lose/Win, or Lose/Lose is painful, and usually we don’t discover this until after the deal is done and customers, clients, or our own organization are living with a solution that doesn’t meet our needs.
Sales is often seen as a competitive, rather than a collaborative or cooperative arena. This is in direct opposition to the paradigm that there is plenty for both parties. Win/Win is a belief in the Third Alternative, that it’s not my way or your way; it’s a better or different way.
I prefer the approach of ‘Win/Win or No Deal’ as it has served me well over the years and is founded on the simple fact that if a deal hurts the client, it will hurt you too. To make this a habit requires you to adopt the principles of mutual benefit, fairness, and abundance.
If the common sales paradigm is “The more you get, the less there is for me.” the highly effective paradigm is “There’s more than enough for everyone.”
Whether you’re working a major opportunity, or negotiating an important agreement you’ll need to demonstrate high integrity and a sense of maturity, by which I mean, you must have enough empathy and goodwill to work for a win for your counterpart, and enough courage to make a win for yourself.
Many sales people think that to succeed themselves, others must fail.
Seek ‘Win/Win or No Deal’.