Lesson 2 - The Philosophy of SWHSAH

The Philosophy Behind SWHSAH

SWHSAH™ isn't just a method; it's the map that guides us through a new terrain or over a new sea in sales. It's about shifting from the well-trodden paths of transaction-focused approaches to uncharted routes that value relationships and genuine connections beyond simply having them. This philosophy is our compass, leading us back to the essence of good salesmanship, seen through the lens of today's fast-paced, highly digital world.

It's a mindset. It's about shifting from a transaction-focused approach to one that values relationships and genuine connections. More than that, it builds on and makes use of these relationships to help clients and prospects see and then benefit from the much greater amount of value and potential available to them from working with you. 

It's not enough to just have a relationship - that's the easy bit frankly. That's the 'donut and coffee' part of selling, as I call it. What's needed is a way for your clients and prospects to feel some value in having that relationship with you, so that when you call them, they take your calls if they can, and they certainly call you back. And when they agree to meet with you, they don't cancel on you at the last minute.

It's about seeing sales not as convincing someone to buy but as an opportunity to create value together. But wait – hasn't this always been the essence of good salesmanship? Perhaps, SWHSAH™ is more of a return to these timeless principles, seen through the lens of today's fast-paced, highly digital, 'VUCA' world. 

'VUCA' is an acronym for volatility, uncertainty, complexity and ambiguity. As fun as these may be, dealing with them in a business sense can be challenging. As in very challenging. On any journey, any voyage, there will be degrees of VUCA - unknown challenges, pitfalls, opportunities... uncertainty about the weather for example... or the market conditions. The complexities of connections and relationships between people, or teams, or things. I think you get the point.

On our journey together you will see how, where and why the various aspects of heart-centred selling, of Selling With Heart, Soul And Humanity™, can help dial down the VUCA levels for you so you can perform better, with less stress and more enjoyment. And in doing so, help your prospects and clients better handle their own VUCA.

Let's start by comparing and contrasting the new approach with the more traditional, conventional approaches.

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