Forget how forward thinking or progressive your organisation is, because regardless of how cutting edge your technological expertise may be, or how streamlined your procurement and logistics processes are, the fact remains; without calculated and successful sales practices, everything else is useless.
Ease of access to data and mass information hysteria is heaping pressure or companies not just to wow clients, but to create viable solutions to ever-changing industry needs. We are seeing more and more companies investing into long-lasting and trustworthy relationships with their providers; investing into strategies rather than products. Reps are helping rather than selling and asking instead of telling.
Authenticity of expertise and empathy is displacing pre-scripted sales spiel. This requires sales experts to develop long-lasting individual competencies and behavioural practices, in the same vein in which companies are investing into long-term partnerships.
The individual needs of clients may be hyperactive, and technology may be advancing at an unparalleled rate, but the disciplines which help sellers to keep up are formed under more controlled conditions. We have identified the core demands of the present day and future sales expert, and condensed them into daily actions which will help you form valuable habits.
The 4 Core Habits of Successful Salespersons
Successful sales stems from 4 omnipresent disciplines:
- Building Trust
- Establishing Needs
- Presenting Solutions
- Confirming Value
Inspired by the work of Sales gurus such as Jill Konrath, Aaron Ross and Marylou Tyler, these four core habits have been proven to help companies lead the way with ever-changing sales demands.
The first core component of successful selling is to help your clients build a high level of trust in you as a solution to ever developing needs. This comes not through the sales offering itself, as a practical solution, but through dynamic CRM. Forewarnings and industry insights are virtual handshakes.
Consultancy of deepened knowledge and contextual creativity is the game changer for vendors in a marketplace where the homogeneity of services and products leaves the salespersons themselves as the distinguishable difference.
It is best to understand before you try to be understood.
Sculpting each client proposal around genuine real-time needs is an imperative of the modern day salesperson. The wavering demands of the industry individual means rapidly changing desires. Building trust helps to ensure that the seller has sound knowledge not just of the operational environment of each client, but of the individuals themselves; their inherent needs and their ways of working. With ever developing understanding of these needs, it becomes increasingly possible to reposition and validate your offer.
If a client has 4 pains, they’ll be looking for 4 painkillers, or one painkiller that heals all. Only with open dialogue and close engagement with clients does this become a reality. If the building of trust enables the platform for successful and inspiring conversation with your clients, then listening closely to their most genuine needs and creating winning solutions becomes the natural progression.
When creating a fitting answer to your client problems, it’s important to constantly ask yourself: Am I solving a genuine need, and how?
Efficient time management is central part to modern-day life. Not everyone has the time to read half a page long emails, nor do they have the desire to do so. In reality, B2B communications should mirror the on-the-go lifestyles of the individuals involved. Concise, jargon-free messaging, which focuses on wowing the customer with every contact is more important.
Instead of the classic problem solving solutions posed to businesses in traditional sales pitches, the salesperson of today must be able to identify a key challenge for clients and tease the promised land of a problem-free future by their side. The journey there must be simple, relevant and actionable.
Sales don’t end with closing the deal or selling your offering. The benefits in the continuity of strong, long-term relationships is a two way system. Whilst reaping the financial rewards of trustworthy client relations is an instinctive goal for sellers, it is easy to neglect the impactful importance of nurturing the relationships which allow the flourishing of financial gain.
Celebrating your clients milestones, providing market intelligence and directing contact away from sales are three simple yet very effective measures to enhance loyalty. It is easy to forget the importance of tracking progress of your clients’ operations once the provision of your offering has been made. The companies who follow up with advice, further support and guidance are those who invariably profit the most.