Sales has CHANGED… If you don’t think this… then you’re crazy. Seriously though. The old school mentality of ‘always be closing’ is no longer applicable.
“In the new sales climate, focusing on your FABs (features-advantages-benefits) creates insurmountable obstacles. Using clever objection-handling techniques insults your prospect’s intelligence. And employing ‘always be closing’ tactics is the surest way to prematurely end potentially fruitful relationships.”1
It’s black and white… Read it again and internalize it. You and your company do the exact same thing as the company down the street. Literally…
Look at me. Technically, I sell HCM and payroll software. But what’s the difference between me and the other behemoth in the industry? I will out work them, I will out deliver them, I will out communicate them, anyday. It’s because I CARE about the people I sell to. I’m more worried about the success of the organization I’m speaking with than the actual sale.
If it can help your business, I want to help. If it doesn’t help your business, I’ll let you know. The greater good of your organization honestly matters to me. The more I learn about your company… the more help I can offer.
“Once you know your buyer inside and out, you can easily start applying what you’ve learned to create customer-enticing value propositions, messaging, presentations, and proposals. Plus, this knowledge of your customer will be at the heart of all your best, most fruitful conversations.”2
You’ve got to personalize your approach. You have to learn about the people you’re selling to. Nobody wants to be sold to… but to get in front of them, you have to do something so you can get a better understanding of their issues. Nobody really knows their issue until you show them. Then, once you’ve created that partnership, those people will be the best salespeople for you.
When you’ve got a happy client… they’ll bend over backwards to help you… Don’t forget though… It’s okay to ask them for referrals.
“The only chance to truly differentiate yourself today lies in the value you can personally bring to the relationship. And you can bet that your prospects are constantly assessing whether you’re work it. They truly want to work with smart, savvy people who bring them ideas, insights, and information they deem beneficial.”
Being a boring ass sales person doesn’t cut it anymore. You’ve got to give the prospect something and that something has to directly affect them. If you’re not educated in your industry, how can you differentiate yourself? Whatever you sell, if you don’t know what directly affects your market, you’ve already lost.
Look at your current customers for feedback! If you’re helping people do their current job and they love you… you need to figure out what exactly they love.
“Nothing, I repeat, nothing is more important than your customer knowledge. Without understanding your customers’ business environment, challenges, and marketplaces, you won’t get selling right.”3
If you can’t connect with your customer’s needs, you can’t sell anything. You need to understand the people you’re selling to. Does that make sense? Try and put yourself in their shoes! Sales people SUCK at doing this.
Ya… your product is awesome but why should anyone else care. We’re getting bombarded with information all day. We don’t know what’s good or what’s crap.
“Your prospects are busily going about their lives and their work with an already overloaded calendar. They’re not waiting for your call. They’re just trying to get done the things that have to be done.4
Nobody likes being interrupted, so why should someone give you their time? Time is the most important commodity these days. If you’re going to try to sell someone on your product, you need to spark their curiosity and provide value. It’s really easy for prospects to ignore you… so you need to find a way to get their interest!
There’s more to come from me about:
Snap Selling | Jill Konrath
Get “Snap Selling” on Amazon.