For years, the concept of analyzing a customer’s behavior in order to offer them the best possible service has been an integral part of the Dell EMC platform. What many aren’t aware of is that the way we talk about ourselves is actually one of the most important parts of the sales process. The more we talk about ourselves, the better.
The fact is that we talk about ourselves a lot. The whole point of being a Dell salesperson is to sell Dell! Dell is the manufacturer of the technology. If you talk to anyone who works at Dell, they will tell you how important their opinion is in the sales process. And there are many times when you talk to customers about how they should run their businesses differently. In today’s Dell sales world, this is referred to as “getting the customer to focus their attention.
The key to getting the customer to focus their attention is to use a salesperson who doesn’t think he or she has any expertise in the subject he or she is selling. The same goes for Dell engineers analyzing salespeople. Sure you may talk about the products you are selling and the benefits you are trying to sell them, but it’s all a bunch of sound and fury signifying nothing.
In this case the sound and fury is the fact that Dell engineers are being used as salespeople to help sell the same product to dozens of different customers. And they are also being used to get the customer to focus their attention. That is not a sign of expertise. It is a sign of desperation.
Salespeople, it seems, are a desperate breed. They are the people who are trying to sell the same product to dozens of different customers, but they are also the people who are trying to get people to focus their attention. Which is exactly what the dell engineers are trying to do. They are, in essence, trying to get customers to focus their attention on all the things that are going on with the product.
You’re supposed to be the dell engineers, but that’s not how you do it. You’re the salespeople. The salespeople are the people who are trying to sell the product to hundreds of people. They are going to work on the product, work on the selling, and then bring it in to the customer.
The dell engineers are doing exactly what the salespeople are doing, and in their own way are doing it better than the salespeople. The salespeople are focused on the product, and so are the engineers working to make it as good as possible. But the engineers are focusing on the customer and the product, which is why they are better and why they sell better.
Yes, the dell engineers are selling the product better than the salespeople. They are using their customers as a way to sell to others and are more likely to be heard if they are successful. They are also using their customers’ needs as a way to sell to others, and so are likely to be more successful. But the salespeople are selling the product, and so are the engineers.
But, what can I do about it? You can’t really do much about the salespeople. They are just another product-sales tool that the company has. But you could do something about the engineers, by focusing on the customer and building a relationship with your customers. If the salespeople don’t fit your business model, focus on the engineers, because your product is selling itself.