Sales Is Changing
The sales game 10 years ago is not the same sales game we are seeing in 2017. Did you know 90% of customer buying decisions now start online? Do you know what that means? Yup. You guessed it. Customers just aren’t as willing to speak with sales, nor are they as excited to hear from you. This means, for a sales professional, it is getting close to impossible to even get someone on the phone and share your wonderful products or services. Even if we do get to talk to the right person we need to provide them with extensive value and with the right information.
After attending the 8 week Agency Pipeline Generation Bootcamp, led by Dan Tyre, I learned exactly how to unlock the sales game of 2017 and I can’t wait to share my findings with you!
Always be Closing Helping: This was probably my favorite piece of advice I learned from Tyre. This completely removes “selling” from the game, and forces us to help our prospects the way they want and need to be helped. What this means is we are constantly providing value to our prospects. We may be sending them educational information, helping uncover problems they didn’t know existed, or helping them grow their business through our solutions. One factor you need to accept is that you can only help those who want to be helped. If we are forcing our help onto our prospects, we are missing the point.
Business to Business Human to Human (H2H): Marketing and sales have previously been broken up into two categories; B2B (business to business) and B2C (business to consumer). Basically what Tyre wants us to understand is that businesses do not have emotion. People do. People want to feel something. They want to be a part of something. They want to feel included and valued. One of the best things I have learned is to keep the conversation personal. Mention the funny tweet you saw them post, or the college they attended. Changing our sales approach from the traditional B2B to making your approach personal and genuine will make the prospect on the other end of the phone feel like they actually matter.
Attributes of a 2017 Salesperson
I have been learning so much about myself throughout the development of my career. I’ve been learning patience, learning to listen, learning to be fearless, learning to care and be compassionate. These are all extremely valuable traits that being a salesperson in 2017 has taught me. If you were to describe these traits to a salesperson from 15 years ago they would think you were describing a therapist or a caretaker, but sales is changing. Keeping your approach H2H requires different traits, and these are the ones that are going to make us extremely successful. I don’t even call myself a salesperson or state that I am “in sales”, and believe it or not the word “sales” isn’t even in my job title. I’m helping. I’m helping people grow. Helping people look good for their boss. Helping people do their job better. Helping people who need and want to be helped.
Social Selling Helping
What better way to keep your sales approach personal than by using social media? After reading Social Selling Mastery by Jamie Shanks, I was enlightened by this new approach. What excited me most was that this was completely in-line with what I learned from the Agency Pipeline Generation Bootcamp. Connecting with people on LinkedIn or Twitter and allowing your prospects to see your personal life (and you seeing theirs) makes for a whole new conversation and the potential to develop a whole new relationship. Shanks teaches you the importance of consistently educating your prospect and adding value to each conversation you have.
I have been in sales for about 5 years now, and just in that short amount of time I have seen the sales game completely change and evolve. If you’re not implementing these personal and genuine sales strategies, I advise you to start today! Although it may be challenging it will be worth the results.