December 2019 What’s the Best Tool?
What’s the Best Tool?
One of my favorite lines in a movie is from “No Country for Old Men“. In the movie, one of the main characters uses the phrase, “You pick the one right tool.” If you’ve seen the movie, the outcome for the businessman was not particularly positive. It’s a great metaphor to me for solution selling.
I firmly believe that every manufacturer, supplier, or service provider that remains in business has an easily understandable value proposition.It’s that ONE thing they do well and it is principle to their core.If they can’t articulate their value in a discreet, short statement, they don’t have one.
Some simply don’t; they just don’t.Others do some things really well, but then try to move horizontally until the value becomes completely diluted. We’ve seen this so many times when sales people are trying to pound square pegs into round holes.Sound familiar? Nothing is more frustrating than trying to represent a company that lacks strategic direction.
We operate in an interesting time with companies spinning up and down at light speed.Can you imagine what clients feel like?If the company you run, or work for, fits one of the negative narratives above, it might be time to sharpen the resume.