There’s no doubt that the buyer behaviour has changed in the past decade. Thanks to the rise of the internet, buyers are now taking control of the sales process and going through much of the journey on their own. They’re going online to research products and companies. They’re more knowledgeable and informed than ever before. They expect personalization. And they want to build relationships with the brands they buy from.
Now, being a persuasive sales person, delivering the same old sales pitch to everyone, and thinking of customers as numbers doesn’t work. It isn’t enough.
You must update your selling techniques to match the new way customers buy today. Here’s how to do so.
To be able to do this, you need to get to know your prospects. You need to be able to pinpoint their needs, their desires, their pain points, and their problems. And then you need to create a personalized pitch that exactly matches their needs.
The greater you make the customer experience, the better you’ll stand out.
So instead of standard tip sheets and product info pages, you now have to offer buyers value. You have to give them information that they cannot find online. The more valuable you are, the more likely you are to get the sale.
Honesty and integrity are now requirements. Treat your prospects as you would like to be treated. Don’t lie and don’t cheat to get the sale.
To become a thought leader, share your insights and knowledge on social media. Write a blog. Share valuable advice, recommendations, and information by speaking at seminars, in webinars, and in podcasts. Let your expertise and experience be known to all.
If your selling techniques are still based on lying, cheating, and selling, you’re going to have a tough time closing deals. You must update your selling techniques to match the new way customers buy. This means getting to know your buyers for personalization, prioritizing the customer experience, offering value, building trust, and becoming a thought leader.
About the Author:
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.