Does your sales team need to...
Then we may be able to help you.
Sales is undergoing a transformation. Like products, it is becoming commoditized. The more salespeople attempt to differentiate, the more they look and sound the same. They ‘sell solutions’ and ‘offer unique value propositions’ to anyone that will listen.
But buyers have evolved. They were once dependent on salespeople for product data, but now they have the Internet. And by the time they engage with vendors, the decision process and criteria are substantially locked in. The key to sales effectiveness is to be engaged before that happens, which means targeting the right opportunities rather than the right buyers.
Opportunities are ‘prospective’ buyers that have problems or challenges impacting their ability to achieve their professional and personal goals; they don’t need products. They need value. Our advice to salespeople is to stop promoting, pitching and persuading and instead become an indispensable source of value in helping these people to achieve their goals.
How do you do that?
It starts with relationships. Salespeople once relied upon building those through the sales process, now there’s no time. Relationships create opportunities rather than occur as a result of them.
Opportunity begins by identifying the right people in the right organizations (those with power and/or influence) and building high-trust relationships with them. When you are trusted you gain insights into people’s needs and gain the credibility to become a valued Trusted Adviser. From that position you can facilitate the buying agenda.
The Sales Road Training Program enables salespeople to become effective by: