Recently, we’ve been talking about digital transformation and what salespeople can do to stay ahead of the curve. Sales has never been an easy job, and now salespeople face the added challenge of learning and adjusting to new digital tools and technologies that are emerging every day. According to CMO.com, 76% of marketers think marketing has changed more in the past two years than the past fifty. How can salespeople stay motivated during this unstable time? Today we’re going to dive deeper into things you can do to stay focused, stay motivated, and hit your 2018 goals.
Have you ever been in a situation where a customer has said to you, “I like what you’re selling, I like the product or service, and I’m all in favor of it. I’m going to talk to my boss, and I’m going to tell her that I think this would be a valuable investment. Let’s see where that goes.” So often, we hear these kinds of things and we assess how much potential this new opportunity has, how much time we should be spending on it, and how many resources should be applied towards it.
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 a kid your biggest goal was probably something along the lines of riding your bike without training wheels. In high school, maybe you were focused on making the varsity basketball team as a freshman. During your college years perhaps your greatest ambition was to land a prized internship or graduate Summa Cum Laude. Different goals capture our attention at different stages of our lives. Now, your goals are likely more career oriented. This means you must learn how to become your own career coach. If you know what your number one desired career outcome is, all you need to do is commit and then get started! ....Easier said than done. Once you've committed to becoming your own career coach, the very next thing to think about is identifying your priorities and uncovering your next steps. So, what can you do to start being your own coach?
In an ideal world, every sales call would be a winning sales call. Unfortunately, this is not the world we live in; however, with the following tips you can increase your number of sales wins without having to drastically change your approach. The key differences between a successful seller and a mediocre one are nuanced in nature. It comes down to who is more prepared, who has gone out of their way to get to know the client, and who is able to sell simply through rhythm of conversation rather than an overly rehearsed and stiff pitch. We've broken down our recommended winning sales approach into four categories (we've even created an infographic you can use as a handy reference). Read through and see if you can incorporate the following strategy into your next sales call!
What is the difference between a sales demonstration and sales presentation? The distinction between the two comes down to timing and intention. A sales demonstration is typically what happens early in your sales process and is meant to show your prospects and customers how to apply your product, service, or solution. It's the cumulative result of research, process, and most importantly, an effective needs assessment. A sales presentation is typically what happens toward the end of your sales process. It is meant to highlight and prove the value of your solution as well as tell a compelling story and align your message with the needs of your audience while also providing a strong call-to-action that appeals to the emotions and desires of your audience. Knowing the difference between the two will help you enhance your sales approach and allow you to apply the proper strategy to each opportunity and sales situation. Let's look at demonstrating and presenting from 4 different perspectives:
It’s a weighted question, and the answer depends on who you ask. Far too often, sales managers will give “lip service” to sales training, but never really do what’s required to make it worth the time and effort. Merely “checking the box” and providing a once a year training event is simply not enough. Both sales reps and managers must perceive training as an integral component to the culture of the organization, and not something that’s “optional” or “extra.” For sales training to really make an impact, it needs to be: personalized, ongoing, actionable, and supported by a coach. Because training is about changing behavior. It doesn’t matter whether you’re training for a marathon or learning a new skill, training means you’re changing your habits and activities in order to reach a specific goal. To help you make the most of your training efforts, we’ve outlined 3 tips to help you do just that: