Sales is tough. Even though there are over 22 million sales professionals in the United States and Canada alone, only 10% will actually deliver ROI while 40% will miss quota. Very few sales people actually have what it takes to make it in the field, to be assets to their companies, and to constantly achieve their sales targets and bring in high volumes of revenue.
How can you ensure that you’re at the top of the echelon rather than the bottom? Refine key selling skills. The most effective sales people have the selling skills needed to sell faster and better. And these all-important selling skills are directly related to the buyers’ experiences.
The buyer’s journey has changed and sales people are no longer the main point of contact when customers are seeking information, so you need to sell in a way that matches the way buyers now shop. Once buyers do come to you, you need to be able to bring value to the table. You need to go above and beyond when it comes to providing valuable advice and content because your buyers will be more knowledgeable and informed than ever before. You need to give them information they can’t find anywhere else, you need to offer brilliant new ideas they haven’t thought of, and you need to give a new perspective. Otherwise, why would they come to you? When you focus on being a valuable resource, you’ll win over your prospects.
Buyers now want to be an active part of the purchasing process. They don’t want you to tell them what to buy. They want to work with you to find the best solutions, so you need to start playing nice and work with them to co-create value.