Sales as usual is over! This is a very different economy. And, if you want to open more doors and close more sales, it calls for a very different set of strategies and techniques. The biggest challenge I see with sales people today has nothing to do with the typical obstacles of competition, technology or price. Instead, it is that sales professionals are working harder than ever, using sales strategies that are out-of-date. We are working our butts off using the wrong set of tools.
This economy has changed, and so have the strategies and techniques it takes to succeed in it. If you want to decrease your stress and increase your results, then you need to realize everything about this economy has changed, customers, competition, and how to sell. The things you have been told about sales, the strategies and techniques you have learned all your life, have become ineffective, overrated and just plain outdated.
When I wrote the book Winning In The Trust & Value Economy I studied sales professionals that were “rockin’ it” and those that were struggling. I wanted to know the difference. I wanted to know what those sales professionals were doing; what was different; and why they were succeeding.
What I found was they were not smarter, did not have a better product, and were not offering a lower price. What they had, what was different, was they had made a small change in how they sold. They were using a different focus and a new set of tools. So, it is not what you are selling in this economy, but how you are selling it, that determines your ability to open more doors and close more sales.
So let’s start there, in an economy where it is how you sell, not what you sell, you need to understand that people do business with you for three reasons only – they know you; they like you; and, they trust you. As sales professionals, the better we understand how to accomplish those three things (know, like and trust) with our prospects and customers, the more ability we have to open more doors, close more sales and defy market place gravity.
Strategies to Open More Doors, Close More Sales
Understand Today’s Market Place:
If you want to defy marketplace gravity you need to begin by understanding today’s market place. Tired of trying to figure out what this economy is going to do? I mean really, is it getting better? Is it getting worse? Is it up? Or, are we just waiting on the next bubble?
Who knows right? On any given day, depending upon the channel you’re watching, who you’re listening to, and what time it is, you can hear this economy is up, only five minutes later to hear it is down, right?
But the truth is, the economy is not up, it is not down, but it is different, radically changed. And, things are never, ever going back to the way that they were. In fact, economists agree, we have literally gone through an economy shift, moving out of what is known as a push economy and into what is known as a pull economy.
Now relax and take a deep breath. I am not about to give you an Economy 101 lesson. The only thing you need to know, the only thing you need to understand, is that when you move out of a push economy and into a pull economy, the consumer, your customer, just moved into the position of control. They are calling all the shots. They have all the power.
Think about the world we live in today, globalization, advancements in technology, and increased competition. We could all get in our jammies or sit around in our skivvies, and google until our hearts are content. And then, we could have everything we want, need, and desire delivered right to our door.
I am guessing you do this now. I am guessing you are the king or queen of Amazon prime. We order groceries online. We order office supplies online. We open bank accounts, buy insurance, take classes, and get college degrees online; and the list goes on. All without ever opening our mouths. All without ever changing our clothes. All without ever leaving the comfort of our own homes ever again…
Something like seventy percent of sales transactions today take place without a sale person involved. WOW! Now I am making light of this, but you get it. This is an economy like none of us have ever lived in, worked in, let alone sold in before. This is an economy where NO matter how amazing, unique or spectacular you believe your product or service is, to the average consumer it has become a commodity. Your products are something consumers believe can be bought anywhere, any time and from anybody.
In today’s economy, it is not what we sell but HOW we sell it. People are doing business with you because they know, like and trust you, period. The relationship and the experience are what open more doors, close more sales and land you more deals.
This is a new economy that calls for a new approach!
Know – Build Your Reputation
In today’s economy the sales starts long before you ever get the lead or make the first connection. If you want to open more doors and close more sales, then you need to get above the white noise and stand out from your competition. You need to attract the business before your ask for the business. If you want your prospects and customers to answer the phone, return an email or meet with you, they need to have already heard of and know about you before you ever make that first call.
Like – Connect With Customers
Sales today is not about being pushy or aggressive. It is about connecting with customers and getting them to like you. Ironically, to open more doors and close more sales, you need to slow the sale process down. You have to focus on getting to know your customers and investing in them before you ask them to invest in you. Want to differentiate yourself in this economy? Then be the sales person who asks great questions, really listens, and does not sell anything until the timing is right and the connection had been made.
Trust – Proactively Add Value
If you want customers to trust you, and believe me you do, then you need to take responsibility to care for the relationship you’ve built. Selling really starts AFTER you have sold the first product or service to your customer. Once that relationship is built, you need to continually add value. You need to be proactive, offering products or services that help your customers achieve their goals. The worst thing that can happen is not that you do not make the sale, it is that your customers finds out about products or services they need from someone else other than you. Building trust is about proactively adding value.
Selling today is different! I would love to learn more about your ideas, challenges and strategies for sales success. Reach out to me at firstname.lastname@example.org