While marketing and sales are studying how to engage and sell to clients — our clients have turned to Google how to solve their problem. True, originally our clients got great results from a search, but today we see paid influencers, tweeters, and bloggers that can tweak these result to the interest of the highest bidder.
Yikes we are back at the beginning. Is there nobody interested in focusing on just helping a client solve its problem? Are we all just interested in pushing ourselves to the front of the crowds, as if we are teenagers at a concert screaming pick me, pick me, pick me? You can buy razors as a service, elevators as a service. Pretty cool. But realize this, in Software As A Service the playing field has been completely equalized.
The barrier to entry is minimal. You will find yourself competing with three very motivated and capable college drop-outs who are couch surfing and powering themselves with state of the art tools. How are you going to differentiate yourself? This is creating an incredible opportunity for a new generation of superstars, and companies that wish to embrace a more modern sales approach. In this approach:. This new generation will rise to be focused on helping customer, powered by great insights into the problem, understanding the context of the solution, have domain knowledge — AND — are able to communicate this online.
If you have two very equal and highly competitive services who do you as a client go with? In most cases, clients go with the person brought a group of peers together on a Friday afternoon to share insights, who answered their questions late at night, tuned the offering to their needs, and helped them to validate the decision to their management.
That is a new sales organization, trained by marketing. Well if sales people are the Unique Selling Point, then the way how we sell has become as important as what we sell. Fortunately, I had rehearsed this question before the meeting so I took the leap and presented it to my prospect. There was a long silence afterwards but I remained silent and after a few moments, my prospect responded and gave me the additional information I needed to move the sale forward.
Had I not asked that particular question, I would have developed a proposal that would not have addressed their specific needs and situation.
And I probably would have lost the sale. That was a huge learning experience and it taught me the importance of rehearsing and verbally stating the questions I wanted to ask.
As I reflected on this conversation, I realized that I could have posed this same question with other prospects in the past and achieved difference results. Your customers and buyers are much more sophisticated than ever before and in all likelihood they have heard every line similar to this.
And they despise people who use tired and traditional lines or manipulative approaches. If you have been selling for any period of time, you know that most people express certain objections about making a buying decision.
In fact, you probably hear similar objections on a regular basis. Bob Bentz—author, lifetime salesman and president of Purplegator —acknowledges that there are several skills and personality traits that can make you a great salesperson, but one seems to stand out among the rest: having a competitive nature. Call it competition, assertiveness or an overall sense of urgency, most salespeople who see great success in their field have an insatiable drive to do well. If you want to sell successfully, Schultz adds, you have to be willing to disrupt.
Traits like persuasion and a competitive nature may be top of mind when most people think about succeeding in sales, but a successful salesperson also has a certain mastery of soft skills like teamwork, empathy and effective communication—all skills that enable one to work in harmony with those around them.
Finally, successful salespeople are not those who shy away from conceptual thinking. While it seems many inherently possess many of the skills that could make them successful salespeople, some formal education can certainly help polish those skill sets and open the door to the first few stepping stones to a long, lucrative career.
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