People buy your product or service because they believe something good will happen as a result of the purchase. This is especially true for highly experienced business buyers who have seen it all and heard all the promises from everyone else. They buy to satisfy some specific purpose, and they look for results in satisfying that purpose.
To reach your goals and create the life you want in 2021, forget about resolutions. Instead, start with upgrading your attitude and making yourself the priority. Here are the first 10 of 17 radical personal commitments to make 2021 your best year yet. There is a lot to learn here, but each one can help you reach new heights of selling success.
If even your most skilled salespeople are delivering poor sales results, the cause may not be a lack of skills, pricing or products. The problem may lie in multiple aspects of your overall sales and marketing processes. This may be a good time to conduct a top-to-bottom examination of every component and make incremental improvements in all areas.
As all sales managers know, motivation can be a fleeting thing. Some days, your reps are inspired to achieve more. They are engaged, laughing on sales calls, and there’s a spring in their step as they traverse the office, guiding meetings with insight and outlining new processes for the betterment of the team. If only you could bottle this exuberance!
Do you think you’re a masterful listener? While you may demonstrate sparkles of listening brilliance at times, it’s important to be mindful of the common traps to avoid that will sabotage your communication, relationships and results.
Who needs salespeople if an Artificial Intelligence computer can listen to the customer’s needs and offer all the best solutions. Right? Nonsense! There is way more to selling that product selection and fact delivery. So don’t fear sales automation; what your customers want most from you is empathy. Empathy for your customers is your gateway to more sales.
In Part 1 of this two-part article, we have been preparing to play the sales negotiation game. We have gotten ourselves ready. We identified our negotiating partners and did some preliminaries in their style. We also did all the homework required to give us a solid background on the account. Now, let the sales negotiation games begin!
Choice Paralysis (or Analysis Paralysis or “The Paradox of Choice” as Barry Schwartz calls it) results when buyers are confronted with so many decisions that they end up walking away, too confused to reach a decision. Here I offer you one buying decision example where too many choices killed the sale, and another where skillful management of choice led to a close.
Some companies have become over-systematized – everything is left to automation. Once the database is set up and your name is entered, you get emails on a regular basis whether they are relevant to your current needs or not. Everything in today’s business environment seems to be about technology, the latest developments, content marketing, microblogs, engagement, SEOs, etc.
Authentic, clear, collaborative communication is the conduit to greater success. Yet, if we know listening improves relationships, trust and results, then why are most problems and breakdowns attributed to poor, ineffective listening? Selling is the most advanced form of communication. It requires the utilization of all our senses.