The 7 Habits for Sales Leaders: Think Win-Win

 

In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 4: Think Win-Win. 

This is the fourth point-of-view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

Think Win-Win 

 “Win-Win is not a technique, it’s a total philosophy of human interaction,” Stephen Covey writes. “Win-Win means that agreements or solutions are mutually beneficial, mutually satisfying. With a Win-Win solution, all parties feel good about the decision and feel committed to the action plan.” Salespeople need an approach that allows them to leapfrog beyond a traditional, resistant, or guarded interaction—or one that’s often only utilitarian at best—and truly connect as business partners. The primary mindset is based on Win-Win.

Unfortunately, as sales leaders, we’re often under so much pressure from the executive team to hit numbers that it becomes easier to adopt a mindset of “Win.”

Think Win-Win is a powerful way to shift your thinking before any interaction happens. But taking a Win-Win approach will be hard to achieve if you haven’t built trust with others first. The willingness of others to engage with you in a Win-Win way is directly affected by the balance in the emotional bank account you have with them. Simple, consistent steps increase trust and make Win-Win easier and more likely. 

__________________________

Are you thinking Win-Win in your sales organization? Learn about more habits of effective sales leaders by registering for a complimentary Helping Clients Succeed webcast.

About the Author

David Marcum

David Marcum has been with FranklinCovey for over 24 years and is one of the co-founders of our Sales Performance Practice. David currently serves as managing partner for global accounts and is passionate about selling, more specifically, teaching people how to have more meaningful conversations with their clients. David has worked with numerous companies to help them sell strategic must-win opportunities and to have candid conversations that drive better qualification decisions.

Follow on Linkedin More Content by David Marcum
Previous Article
The 7 Habits for Sales Leaders: Seek First to Understand, Then to Be Understood
The 7 Habits for Sales Leaders: Seek First to Understand, Then to Be Understood

This is the fifth point-of-view article in a series on the current issues facing sales leaders, based on th...

Next Article
FranklinCovey Receives Top 20 Sales Training Award for the 9th Year!
FranklinCovey Receives Top 20 Sales Training Award for the 9th Year!

We're excited to announce that for the ninth year in a row FranklinCovey’s Sales Performance Practice has b...