Winging It - confidence? A large portion of sales people just 'wing it' when it comes to speaking with customers. So many sales people are not 'drilled' in the 'art' and 'science' of selling, and not held to account, so they 'wing it'. Some to the point where the conversation becomes all about them rather than the customer or their needs. To be really good at pretty much anything, there are steps you need to take. You need to learn how to do it, practise it, act on feedback, and repeat. It is infuriating how many 'sales people' just rock up and do the same thing (i.e. the 'repeat' bit). They go to a meeting without any previous thought or consideration of using tried and tested processes and skills. It…
Buying is Logical and Emotional Selling needs to hit both rational and emotional needs No matter how logical you are, the connection with the sale and the other person is really important and when the 'buyer' is representing your ideas to the decision maker or other people in their business, the emotion is difficult to engage. Selling needs to hit both rational and emotional needs. We are emotionally driven decision-makers, and often post-rationalise back after the emotional decision has been made. Remember two BIG things here: 1. Your customer will most likely take decisions in a different manner than you...so, you MUST adapt to their preferences, not yours.2. It is a tough job for your customer to represent your 'sell' to others, as they will be unlikely to be able…
Your framework needs to fit 6 core human needs. To be successful in any sales role, you need to have a framework and you need to consider human needs and wants, as discussed in our previous video: https://lnkd.in/d5MBA7k Think about it...we focus on engaging with needs when we are selling (if we do a good job). How powerful it could be if we are able to establish which needs are also wants....fuelled by the desire that goes with them being 'wants'. If we establish those as well, our solutions can become even more compelling. Gareth Moxom and Alex Selwood talk about how your sales framework needs to fit six core needs and what that means. If you do not want to lose the sale and you want to be a success, watch this short…
Core human needs…your approach needs to meet them Human beings have needs beyond any product or service you may supply, with an urge to have these needs met. Our task as 'sales professionals' is to make sure that we are really engaging with our customers so that we can connect with the complex ways in which decisions are made. We must consider the 'human in the mix', no matter how sterile we believe the buying environment is. If humans are involved...it is not sterile...we simply need to have the courage to be curious and explore what's going on for the people taking the decisions. Suspend your judgement, be curious, listen intently. In this short video, Alex Selwood and Gareth Moxom discuss how if you spend time understanding what their needs and wants…
Why is it that not all sales people deliver a 'good' experience?What is it that the 'good' ones do?What is the key to getting into the 5% club of excellent sales people?Gareth Moxom asks Alex Selwood and they share their top tips and keys to success... https://youtu.be/s-Wbj25aH44
Virtual Selling – Part 4: Use the tools in the virtual kitbag… Back to basics and joining the 1% club Following the COVID crisis, customer interaction has been stripped back to the very core; no-frills, focus on the basics & keep it simple. Grappling with survival, organisations using even the basic approach, are facing challenging client relationships. But with some form of stability beginning to emerge in certain sectors, and a slight shift back to more ‘normal’ customer engagements, it is an almost certainty that ‘virtual’ meetings will remain the new norm and become a permanent feature into the future. But, “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” As discussed in our previous articles; Part 1,…
Virtual Selling – Part 3 What’s your story? Simple squared…. Back to basics is challenging enough For many organisations the COVID crisis has stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. Even that basic approach challenged client relationships as organisations grappled with survival within an ever-changing landscape, far from complete information and the impossibility of predicting the future…even the very near future. As identified in previous articles Part 1 & Part 2; we talked about the likelihood that ‘virtual’ meetings will remain the norm and become a permanent feature into the future, as well as the 1% virtual sales club; those few who use the best practices of virtual meetings to sell to a customer and excel in customer engagement, all…
Virtual Selling Part 2: Understanding the human element…. The ‘new’ norm For many organisations, the COVID crisis has stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. But now, with some form of stability beginning to emerge in certain sectors, and a slight shift back to more ‘normal’ customer engagements, it is an almost certainty that ‘virtual’ meetings will remain the new norm and become a permanent feature into the future. But, “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” As identified in our previous article; Virtual Selling part 1: Preparation we talked about the 1% virtual sales club; those few who use the best practices of virtual meetings…
Prepare, prepare, prepare... no excuses With some form of stability beginning to emerge in some sectors, the focus has started to shift back to some more ‘normal’ customer engagements, but this begs a question: “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” Alex Selwood takes us through the 'Preparation' step of Virtual Selling. Click here to watch the video
Virtual Selling part 1 : Preparation Back to basics is challenging enough For many organisations the COVID crisis stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. Even that basic approach challenged client relationships as organisations grappled with survival within an ever-changing landscape, far from complete information and the impossibility of predicting the future…even the very near future. With some form of stability beginning to emerge in some sectors, the focus has started to shift back to some more ‘normal’ customer engagements, but the spectre of social distancing remains and is likely to remain for some time to come. It seems pretty certain, that for most of us ‘virtual’ meetings will remain the norm and become a permanent feature into the future.…
