Business Excellence Awards
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The old way of selling is dead.
The only people who don’t know thaare other sales trainers, recently released old-world sales tactics books that are still trying to convey old messages, and several million salespeople still trying to cold call, pitch the product, overcome objections, and close the sale. Don’t forget their managers who force them to use an uncomfortable “system, “ a nonsales helpful CRM, and hold their salespeople accountable for their actions and numbers. It’s over. Dead and over.
What killed it?
Who killed it?
The Internet and its immediate access to any information – including one’s reputation – the economy, Google and online searchability in general, social media, smart phones, one-click buying, Amazon feedback and other ratings sites, and smarter customers and consumers both B2B and B2C. Wow!
The online and smartphone evolution has become a sales and selling revolution.
The NEW big picture of selling is quite simple. Here’s what to train and teach your salespeople:
• Teach why people buy rather than how to sell. My mantra and trademarked phrase is, People don’t like to be sold, but they LOVE to buy.
• Teach customer loyalty, not customer satisfaction. Customers may never be satisfied but will continue to do business with you based on your perceived value.
• Teach salespeople to “ask” questions about the customer rather than “tell” about their product. The old way of selling doesn’t work anymore. And no one is more aware of that than an informed customer.
• Teach salespeople to be responsible for their actions instead of being accountable for their activity.
Here are 4.5 NEW ways of thinking, acting and selling responsibly:
1. Find their why. Uncover your customer’s intentions and motives for purchase before or during your sales presentation. Do online searchs for why they might buy, and ask emotionally revealing questions. Their “why” is your order.
2. Talk about their outcome. Share with him or her how they produce more and profit more after purchase. Explain what happens after they take ownership talk about how they win, not a bunch of boring crap about you that the customer could have found in less than two seconds on google.
3. Prove your value. Get several of your existing (best) customers to do video testimonials to corroborate your claims. When you say it about yourself it’s bragging, when others say it about you it is proof. Voice of customer is the proof you need to convert selling to buying.