‘Forget Your Product: Start Selling ‘Solutions’ Instead’ – Entrepreneur
Sona Jepsen says, “Transforming your team’s approach to sales requires a shift from just pushing products to creating genuine connections with people. And those genuine connections don’t include fraud and mistrust.
Along those lines, consider how 2016 had its share of the shady sales practices that dog the business world. From the Wells Fargo case of opening fraudulent accounts, to the allegations surrounding Trump University throughout the recent election, multiple examples of unfair sales tactics made front-page headlines on a regular basis last year. And 2017 probably won’t be much different.
The latest dust-up? It’s hitting the pharmaceutical industry, where Alexion Pharmaceuticals has been accused of falsely inflating the success of its drug, Soliris, which now costs $455,000 for a year’s worth of treatment. This is the second class-action lawsuit to hit the company since November, and its stock market share has taken a serious hit.
While these examples may seem like extreme aberrations, the culture that incentivized them is not. Many companies have archaic systems and compensation strategies in place that drive sales teams to act in ways that aren’t in their customers’ best interest”.
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