In sales, it’s crucial to balance the interests of the customer, the company, and yourself. This is what I call the “Holy Sales Trinity.” Here’s how you can master this technique to create win-win-win situations in every deal:
🎯 Customer First, But Not at All Costs: While it’s essential to satisfy the customer, don’t cut your margins too deep. Remember, a deal where the company and you don’t benefit isn’t sustainable.
💼 Company’s Needs Matter: Ensuring the company benefits from the deal keeps the business thriving. But, neglecting the customer’s needs can lead to long-term losses.
🤝 Mutual Benefit: Strive to make sure all three parties benefit. Sometimes, the balance won’t be equal, but each must gain value.
🌟 Trusted Advisor Role: If your solution isn’t the right fit, direct the customer to someone who can help. This builds trust and encourages future business.
Provocative Statement: In sales, a deal that doesn’t benefit all three parties is a bad deal. Balance is key.
How do you ensure that every deal you make benefits the customer, the company, and yourself? Share your strategies!
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Biography
Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile.
Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals.
Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn.
With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio.
His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report.
Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
The Life and Times of Carson V. Heady 