The currency we trade in is time. How can sales people exchange value for time using Lean SixSigma. In my conversation with Morteza Zohrabi, Master Black Belt in Lean Six Sigma we discuss how customers perceive value, the importance of validating our ideas, solutions with ourclients, checking in with the VOC, voice of customer. The importance of having a sales process, lean culture and much more.[ 3:58] What is Lean Six sigma[6:40] How do customers perceive value?[8:44] Voice of customer, VOC[10:34] Why to avoid batching only to realize it’s not what the customer wants[12:34] Push vs pull system, design your product based on pull, listen to what market is asking[15:07] How can you develop business acumen? get to know your customer using the 5 Why’s,get them thinking differently to help gain the commitment to change.[17:20] Dealing with Root cause vs symptoms[20:35] Rational way of thinking, how can you improve learning through reflection and self-awareness.[21:02] PDCA- Plan, Do, Check Act, how can this be used in sales? Continuous learning tosupport your growth mindset.[26:58] The importance of a sales process, defining it and modifying it[40:39 Kaizen Blitz, how can small iterations in your process help improve your process anddrive results. Add a customer to the mix to test your thought process and see the difference[50:20] Are you operating as a group or a team, what makes the difference?[55:27] Adopting a Lean culture starts at the top of the organization[58:01] What 3 things can you start doing today to developing a Lean mindset and start seeingresultsTo get in touch with Morteza and learn more about Lean Six Sigma and how it can help you inyour role, you can connect with him athttps://www.linkedin.com/in/mzohrabi/Subscribe, Leave a comment and review of K2 Sales podcast by visiting:https://www.k2perform.com/resources/podcastFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

Ver todos los episodios