What comes to your mind when you think of a successful sales person? Dynamic Personality, Command on Subject, Relationship Oriented & Go Getter! That’s not all. Time to change is NOW.
Today’s Sales Ecosystem has migrated from “Brand to Customer” to “Customer to Customer”. This change in context makes it necessary for your business to shift from “Personality & Relationship” to something that is more structured and scalable.
It my sound radical, but remember that your prospective customer is looking at you 24×7 online and also listening to what other customers are talking about you? So by merely having a few good sales executives in your team does not take you the distance!
So what are the 02 most important sales style improvements you need to make?
Migrate from “Personality & Relationship” to “Methodology & Systems”
Methodology: Sales is a method; it is a science. Different frame works like: STTE (by SmarrtGrid), 6Whys® (by David Hoffeld), Inbound (HubSpot) and more frameworks divide the entire sales process into structured steps. You can actually train an average sales executive on these structured steps and get better results over a period of time. What’s more? Regimentation brings scalability.
Systems: Sales Method backed up Sales Systems is like icing on the cake. Well-mapped sales systems give you an accurate report of the sales executives’ response to the methodology. They bring in transparency and accountability. They migrate an organisation where a sale forecasting is 90% accurate (+ | -).
With change in context, you will only be able to go the distance when you migrate from “Personality & Relationship” approach to “Methodology & System” approach.
From Dynamic Personality to Online-Centric Methodology; Command on Subject to Authority on Content; Relationship to Systems; These essential changes prepare your organisation to be a “Go Getter” in “All Time Online” ever changing context!
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