Your business may have systems and procedures. You may have a systemised sales process.
Then you see potential in a new market and impose your sales process on that market. But the market is telling you “we want to do business with you but your system is confusing”- They clearly tell us how they want to deal with us.
At this point I am sure you are absolutely correct in thinking “simply adapt your systems and procedures to reflect the needs of the new market”
In one of the businesses (which I am a partner of) we faced a similar situation. But as a result of tunnel vision and may be self imposed limitation on our part, we kept insisting they follow our way of doing business. In fact we didn’t even realise we were doing it.
Here is a gem of a video (18 mins), eloquently articulates how we must always consider other persons point of view. It’s so obvious. It’s also easy to lose site of.
+ Ravi Peal-Shankar
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