Are your salespeople seen as “just another rep” or a strategic partner who brings insights and delivers value? Are your salespeople focused on finding unresolved problems with their accounts or commission junkies needing their next fix? Amy Franko’s new book: The Modern Seller will help your salespeople understand what buyers want and need in a salesperson today. The Modern Seller accurately depicts what the sales landscape is like today and provides 5 practical tips to help your salespeople drive top results.
How are your salespeople today differentiating your product and or services in a sea of seemingly similar services?
I think we all can agree buyers today are more knowledgeable. With a click of a mouse they can find product features and benefits, competitors, pricing, and your customer’s comments. It’s now all out there and buyers are skilled at finding it quickly.
So how does your company win?
What if how your salespeople sell became your point of differentiation and value for your customers?
If you want your salespeople to differentiate themselves in our often crowed and highly competitive markets they need to become: Modern Sellers.
What is A Modern Seller?
A modern seller is recognized as a differentiator in their customer’s business and the value of their product or service isn’t fully realized without them. A modern seller ‘s customer sees the work they do together as strategic to their competitive advantage”
Who wouldn’t want their salespeople seen as: “strategic to their customers competitive advantage”…right?
How do we help “sales reps” evolve into modern sellers?
The author shares 5 dimensions of modern sellers today.
For example the Entrepreneurial dimension is critical to sales success today. You want your salespeople running their area of responsibility as if were their own business. You want them making decisions on how to spend their time to drive the greatest return. Our sellers today must have a balance between strategic thinking and executing to be a top performer today.
The Author unpacks each of the dimensions and shares not only why it is important today but also how to do it. She provides spreadsheet tools your sales teams can use like how to calculate: Loyalty Value and Lifetime value.
In The Modern Seller Amy Franko shares practical insights regarding what behaviors our salespeople must have today to be seen as strategic parts and trusted advisors by their customers.
I highly recommend you add The Modern Seller to your sales library and apply its 5 principles with your sales team.