We’ve experienced some laudable changes in sales within the past decade. Companies are re-strategizing to align with the current trend. Technology has redefined marketing and brought new ways to attract prospects into a buying process. LinkedIn and social media are being used to collect leads, identify target groups and potential buyers, nurtures them; safe to say social media alone is quite an impactful evolution. Improvised marketing tools allow sales and marketing to run campaigns or create a starred presentation; thereby leading to more sales.
Sales method has understandably changed in opportunity areas as well as the closing up opportunities by the salesperson. Needful to say that this text applies to some industries and selling processes in complicated situations.
Responding to inquiries about product details and prices is not suitable anymore as consulting is a better sales approach in the 21st century. So, instead of reacting late to proposals from potentials buyers like it used to be, sales would have already started using this improved method. This already has a tradition of taking into consideration what is essential to the client and the value he’s going to get from the product.
It is an easy task to access a system to determine the product that best fit. Clients are seeking for extra value which usually comes in two ways; either by reducing costs or help them grow which indirectly means additional profits and revenues. They need a creative sales person to brainstorm the best idea to achieve their aim.
The job of a salesperson is even more difficult nowadays because end clients are pre-informed through various media before they are approached, and increased competition makes it even harder. I would agree (who wouldn’t) with Matthew Dixon and Brent Adamson in their astounding “the challenger sale” book where they talk extensively about the new type of salespeople, those that are called challengers.
Amidst these conditions, how can the company stand out from others? Few options are; reduce price, make the product more competitive, or change sales strategy. Further questions might arise from any taken action. What is the impact of the procedure on the profit margin? Will the product still offer the same value to the client? Will there be a big difference if a feature of the product is changed?
Salespeople gain more relevant knowledge and experience by meeting companies with similar products. They can easily understand how things work according to the philosophy of the companies. The privilege gives them the chance to keep prices reasonable and at the same time be competitive. Customers demand more than just selling to them; salesperson needs to proffer ideas on how resolve issues and overcome challenges to improve their business, it is imperative that a salesperson uses the knowledge gained to catch the mind of prospects. Generally, it is not about who sells more, being proactive to foresee a better opportunity is a needed quality for a salesperson. The sales process is not what it used to be; it is on another level. Now, the focus is about understanding the customer’s situation and forewarn before a problem arises. This is as opposed to the previous strategy of talking about product features. Salespeople shall carefully follow this approach because it is a practical approach that put them right at the center and makes them an essential part of the customer world.