If you’re reading this, I can safely assume a few things about you:
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You get your customers at a deeper level than most in your marketplace
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You bring an uncommon value or original genius to the marketplace
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You show up to sell and serve at the highest level possible for what you do
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You care passionately about the outcomes that you deliver
But despite your depth of knowledge, your profound care for your customers, and your unwavering commitment to their results, you likely find yourself being forced into price-based commoditized selling.
It can be frustrating, but here’s the thing to understand: Your customers need to commoditize you, no matter how good you are at what you do, because they have a job.
Their job as customers is to get the best price, and your job as a company is to defend your value.
But what often happens in selling, particularly enterprise selling where you have a sales team, is many salespeople won’t defend your value with the same passion that your customer displays to get the best deal.
At the same time, you’re likely also finding levels of delivery misalignment within your team.
For example, you might have a suite of products to sell, but your salespeople sell one or two because they’re the ones that are easier to sell or the ones they’re most familiar with.
Or you may find it challenging to scale your selling without compromising your message. Every time your sales team moves another generation further away from the founder, the original sales message starts to be compromised because more and more of the original genius is lost over time.
Many salespeople in these circumstances begin to lean on high-pressure, industrial-aged selling techniques to try to make up the difference, losing you revenue and rapport with your best could-have-been but won’t-be customers.
Instead, you want to sell in a way that has REAL authenticity.
You want to sell in a way that has your prospects feeling safer with you than they would without you or with any other alternative put in front of them.
The whole dynamic flips when your prospect feels safer with you than they do with everyone and everything else. When your customer feels this safe with you, it actually becomes your sale to mess up, not your sale to “make.”
But how do you accomplish this?…
The Solution - Outthink To Outsell & Outserve
Selling in this way takes more than any motivational speech, sales coach, or KPI incentive could provide. It requires a sense of deep and powerful alignment in your sales team and across your whole business.
At the core of this misalignment is the greatest conflict I see in large companies all around the world, particularly between their sales teams and their fulfillment teams.
The fulfillment team is saying: “Tell the salespeople to stop promising stuff we can’t deliver.”
While the sales team is saying: “For goodness’ sake! Get these folks to actually produce something that we can actually sell in the marketplace.”
You might’ve experienced that conflict inside your own organization as a leader and as a manager and tried to address it before with varying degrees of
You could try several things to fix this (and likely have), but here’s the truth:
Your sales team can only outsell the marketplace, and your fulfillment team can only outserve the marketplace if, as the leader of the business, you can OUTTHINK the marketplace.
The quality of your product or service and your success in the marketplace are entirely dependent upon the quality of thinking behind what you do and the quality of thinking of the people leading the business.
The Catalyst Of Absolute Revenue Certainty
But as important as those things are, that’s actually not the real game. The real game is simply this. If you run a company or a business and you want it to grow, in order to scale any business, you must scale your selling.
The only thing that drives absolute business certainty is absolute revenue certainty.
If you have enough revenue coming into the business and it’s predictable, you can fix every other problem. You can hire the best staff. You can put the best systems in place. You can engage in the newest technology. You can invest in infrastructure. You can spend money on marketing.
Many might turn to capital raising or debt, but those are just one-off hits—injections of cash that, statistically, most businesses tend to quickly consume.
So, with all of that said…
How do you communicate your genius in a way where you outthink your marketplace and create revenue certainty, which becomes the new source of certainty for you and your business?
You use Visual Models.
Visual models are vessels of original genius that use psychologically powerful, aesthetically pleasing and structurally elegant visuals to simplify complex concepts and codify the genius of a founder, their business, and every facet of their organization.
The company that can communicate its genius to the market the clearest is the one that will win the biggest deals.
And the one that can predictably communicate their genius will stand out and successfully command premium prices in a sea of competition and commoditization.
For over three decades, I’ve helped the world’s largest companies codify their genius and land million-dollar contracts with simple, stunning visual models.
We see them being used now in over 30 countries, in multiple languages, and in companies ranging from sole trading enterprises to multi-billion-dollar, multi-national corporations.
So, if you know that your company value is more directly proportional to the quality of your thinking than it is to the volume of your work…
And you’re ready to turn your original genius into potent visual models that others haven’t seen, thought about, or even imagined so you can outthink, outsell, and outserve everyone else…
Apply using the link below, and let’s create magic together.
Watch my masterclass to learn more about The Models Method or apply to work directly with me to get a custom suite of models made for your business.
