Our sales process doesn't work

Quite a few people are finding this

Look to address the old-fashioned thinking and the habits developed that don't serve us so well today

Adopt an approach that genuinely puts the customer first

This can be tough as 'old habits die hard' and when things are turbulent it is comforting to hang on to something we know

But this sense of comfort and familiarity can be causing the issues

Some things to consider as you think about sales activity

🔶 Flip

Put your attention onto the world of the customer

- Talk about them and their business
- Talk about their challenges and their issues
- Talk about what they're bothered about. Not yourselves

🔶 Follow

Use an approach that seeks to understand customer issues (not one that forces your solution)

- Practice deep research before conversation
- Practice generating insight to share
- Practice more intelligent questions

🔶 Focus

Concentrate on helping the customer to think

- Not BANTing them (do that before)
- Not boring them with pointless information
- Not using ‘old school’ closes and dodgy techniques

The things which work today are different from before

There have been shifts

We can make these shifts

(I know, I'm having to go through this myself)

We need to make sure that we evolve as sales has evolved

This means getting the bits that are still relevant and giving them subtle tweaks to work in the current environment

But please don't think that this is about starting from scratch

It's not

There will be things that you are currently doing which will be right. Though they might just need a little bit of a nudge to get fully up to date.

You can easily refine those elements and add to them

Change doesn't always mean taking things away

To stay relevant it's not about 'throwing the baby out with a bath of water'

There is still good traditional stuff that works

We just need to make sure that we understand what that is and what might be new

If we are not making the necessary changes we could get caught out doing stuff that isn't wholly relevant for customers

When they're not getting what they need they will go somewhere else or try and sort things out themselves

🧡 Make your sales activity relevant to customers and their needs today 🧡