Selling has dramatically changed in just the last five to seven years.
The first major change – Salespeople are being brought in later in the buying process than ever before. It used to be if you wanted to buy something, the first thing you’d do is talk to a sales rep. They’d give you an overall impression of what you’re going to need and what your general costs were going to be to help direct your decision making.
Today if you wanted to buy something, you’d likely first talk to your friends or check things out online before ever talking with a salesperson. By the time the sales rep does get to talk with a buyer there’s a good chance that buyer has already made a lot of decisions. They’ve likely already decided what they do and don’t want and what they’re expecting from you.
The second major change is today’s buyer has much less loyalty to you and your company than they ever have before. This means we need to be constantly bringing existing buyers new ideas and new solutions that can help them lower their risk, make their life easier, increase their profitability or even increase their competitive advantage.
What are you doing to make sure your team is constantly looking for, and bringing new solutions to their customers so they stay relevant and competitive?
Join me as we talk about these recent changes in selling that are forcing all salespeople to become more proactive in their selling and promotional efforts. When you do that, you might even sell more!