DM Training Blog
No matter what you're selling, you can always get better. Learn the sales insights, tips, and trends you need to know to improve your sales behavior and grow your pipeline.
Over the last decade, technological advances have accelerated Digital Transformation in the business world. According to one digital expert, “a decade ago companies were mainly focused on data mining, search technology, and virtual collaboration. Today, executives are directing their energy toward artificial intelligence, machine learning, and the Internet of Things.” Businesses are on the path to digital transformation but have a ways to go. 63% of businesses plan to improve the ‘online customer experience’ this year, but only 26% of organizations are ‘completely ready’ to execute digital strategies. (Accenture Digital) So, what does digital transformation mean for sales? Two key benefits of digital transformation for salespeople are (1) a new level of transparency and (2) easier collaboration. Let’s take a look at how sales managers, salespeople and clients can leverage these benefits.
How do you make a compelling argument for why someone should buy your product or service? Selling would be easier if you could simply state the details of your business solution to an eager listener on the other end of the line who would immediately understand the value of it. But, we’re not selling to robots, we’re selling to people, and people love a good story. Plus, research shows that in complex sales, people rely on intuition to make buying decisions. This means that while people may not realize it, they are often influenced by their instincts over logical reasoning. A “vivid customer story” can activate the parts of the brain that process the senses, which can help decision makers understand, in a holistic sense, the value of your service. When you understand the structure of a story and use the digital tools that are available today, you can turn your pitch into a compelling narrative that will elicit both an intellectual and an emotional response from your listener. So, what makes a good story? And how can you use storytelling to propel your sales efforts?
The right sales training for your employees is integral to the success of your business. Before you invest, make sure you have all of the information you need to make a smart decision.
As salespeople, we live in hope. We have to. Sales requires an optimism that things can turn around and the knowledge that lucky streaks (and similarly, dry spells) are a fallacy. Each new client has to be approached with fresh eyes. And yet, even with all of that hope, there are times when it is necessary to admit defeat. Some sales, no matter what you do, cannot be closed - at least not right now. How do you know when to let go and walk away? What can you learn from these experiences that can be applied in the future? Let’s take a closer look.
Last time, we talked about going off script during a sales call. Today, let's take that idea one step further. If you want to stray from your typical sales script but also remain focused and on track, then you've got to stay cool, calm, and collected. Easier said than done? You bet. In a perfect world, you would schedule a 90-minute massage to relax before a tough sales call. But that's not realistic for most people, so what can you do instead? Whether you’re someone who is generally confident and welcomes a challenge, or if you're someone who tends to get nervous and shy away from any type of confrontation, we've rounded up three techniques for clearing your head and thinking quickly on your feet, so you can be ready to handle any sales situation thrown your way.
When I first started working in sales, my manager handed out a script and told everyone on the team to film a video of themselves delivering the presentation. I found this to be a very useful exercise, and was surprised that some of my coworkers didn’t feel the same. I realized later that some of them had simply memorized the script and then filmed themselves reciting it. This is so much harder to do. It’s also a complete waste of time. Going off script can allow you to connect with the client. According to Hubspot, “buyers are less concerned with the qualifying topics salespeople are usually most interested in” so you need to meet them halfway and figure out a way to redirect the conversation while listening closely to their words and tone. In other words, drive the conversation while making the client feel like they’re in the driver’s seat. So how do you go off script?
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