There’s never been a more pressing time to be exceptional at selling.
Sales have never been harder to come by. Maybe it’s the ongoing perceived risk of some sort of “next-GFC contagion” that is causing some to hesitate with purchases – not sure if it will be them, their customers, or their suppliers who may be adversely hit by an as yet unrealised risk. Maybe it is just a function of globalisation? And, of course, competition – theirs and yours – is everywhere, and capable (and increasingly desperate too).
On top of that, these days customers are smarter and better informed of their options. Products and services are often commoditised by the sheer scale of their availability. Over the years the sales ‘process’ has been developed and refined to a point where there is little to differentiate between companies and their products – they often even use the same sales training!
Add to this the growing unease many people now profess toward AI and data-driven targeted marketing and you can see why the ‘sales-shy’ might be the only growth market!
Given the above, now is precisely the time to differentiate – through the quality of your ‘human connection’ with your customers.
My sales training and coaching offerings are centred around the premise that a sales person, rather than a sales process, can best address the specific needs of a customer. This is based partly on the need for differentiation, but more importantly, it is because it is always the human connection that enables the ‘Sales Legend‘ to so comprehensively outperform the mere ‘Sales Professional’.
A ‘Sales Legend’ has the customer’s trust – a priceless commodity in such times of uncertainty. Through their integrity, the Sales Legend will in-turn impart confidence to the customer, helping them move forward through the deal.
In simple terms, the ‘human connection’ is the difference between ‘good effort’ and ‘win’.
Do you have a team of Sales Legends?
Do your sales team make the human connection their #1 priority?
If your answer to either question is an honest ‘no’ – we need to talk!