AUG
02
0

The 7 Steps of Purposeful Selling

In the next few weeks I will introduce the 7 Steps of Purposeful Sellin g . In my preparation for this series I continued to have this recurring question: Why should anyone care ? Your skepticism is respected. To give this subject context, let’s think about changes that have occurred in sales in the past few decades: People do NOT want to be sold The buyer interacts with the salesperson much later in the buying process Salespeople need to educate, and be seen as subject matter experts Curiosity and discovery are important attributes for the salesperson Listening trumps talking/pitching Business development is relationship development In spite of your title, we are all in sales now The salesperson who will excel today is different than those in the past. Think of the stereotypical phrases applied to previous generations of salespeople; “must be an extrovert,” or “motivated by money,” or “has to...
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343 Hits
JAN
25
2

Are You Focused On Client Needs, or Sales Quotas?

Ask a salesperson to describe the problem they solve. You may get a puzzled look, a client focused solution, or something in between. The stereotypical sales person, or worse “order taker” doesn’t know or care about the problems clients are facing. They are interested in generating transactions and hitting quota. “ Nobody is going to buy from you because you need the money ,” bestselling author and speaker Bob Burg says. “ They’re not even going to buy from you because you’re a really nice person who believes in your product and thinks they should have it .” The current trend in sales is to develop subject matter experts (SME’s). This new version of a sales professional uses expertise and influence to “coach” decisions based on understanding client needs. Establishing trust and credibility at the outset of a relationship is paramount to having success. SME’s don’t have quick fixes. Your...
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650 Hits