Are you worried about new stuff?

Good news 😊

You are aware rather than trying to ignore it

There is lots of hype at the moment and people are getting excited about things

Much of the brand new stuff can be integrated into ways of working but this is pointless without a solid basis

Look at all best practice that had been established over the year which you are most likely aware of and using

Much of what is required today is the same with few tweaks to make it effective

Let's focus on a couple of areas

- Process
- Questioning
- Adding value

🔶 Process
Having good structure is important
At a high level make sure it is aligned to what customers are trying to do
Look at formulas and frameworks for new stuff to bring into play (eg using video or writing SM post)

🔶 Questioning
Always been key to selling
Consider intent of what you are doing. About your checklist or their thinking?
Prepare intelligent questions that help customers make sense of their situation

🔶 Adding value
Remember the customer defines what value is
Make sure you are bringing insight to stimulate discussion to explore this
Consider how you can capture and share ideas (Mutual Action Plans work well for this)

You may well be doing a lot of this already - identify what, celebrate and reinforce

Find the areas you can make little shifts to

A mindset based on thinking like a partner will encourage a more collaborative approach

This will help you make the most relevant shifts

Check out this YouTube video on the 'Evolution of Sales' which highlights some of the things you can do to make a difference

https://lnkd.in/engj_myH