Do you know why people buy from you?
Now due to Covid -19 we can’t have senior leaders in the market, but we can interview our key customers.
Market leading companies are constantly sensing and listening for shifts in how buyers buy.
Although this was filmed 10 years ago, I believe it can help many teams today.
What is the #1 reason why buyers don’t buy?
It’s not about how you want to sell anymore!
Although I recorded this 10 years ago, the advice in this short video is even more important today.
Serve don’t sell!
Do your salespeople have worthy intent to serve or commission breath?
Here’s a short video on why your salespeople don’t need more leads to hit their numbers.
I recorded this back in 2010 but the advice I would argue is more relevant today than it was then.
I hope this helps your team
It’s that time of year we make New Year’s resolutions. We set goals in our personal lives and for our businesses. Bloggers are discussing resolutions for your business like increasing profitability, firing bad customers, listening to customers, as well as unselfishly making your team better.
Another article I found particularly useful advice for business leaders is Harvey Mackay’s about setting realistic benchmarks. In this article he highlights fundamentals we need to consider before setting goals like;
Know what you really want
Know your motivation
Zero in; focus on one or two where you can make the most improvements
Take risks…great quote: “ you will never stub your toe if you walk backward”
Involve those around you
In the spirit of “Zeroing In” I recommend stopping the “sales insanity”, and define a sales process that works for your market of today. Let’s face it; the way buyers are buying today has changed from this time a year ago. We see buyers;
Taking longer to make buying decisions
Involving more people in the buying decision
Buying Needs not Wants
Stronger focus on ROI
The Role the internet is playing in the information gathering
The role the internet plays in the beginning of the trust building process
What most businesses choose to do is increase their sales goals and tell their sales teams to “just make it happen”….this is insane!
Stop the insanity and develop a sales process based on how your buyers are buying today and you will realize the revenue increases and increased shareholder value.
Or, go ahead and make Einstein turnover in his grave by; doing more of what you are already doing that didn’t work in 2010, and expect different results in 2011.
Does your team have a defined repeatable sales process? (are you sure?)
Do you know why buyers buy from you? …Why they don’t?
Have you changed your sales process in the last six months? (if not it’s broken, and you are losing sales you should be winning)
Is your team’s lack of market knowledge showing in your sales?
What new buying criteria is your team experiencing in the market today?
Make understanding how your buyers buy and equipping your sales team with a sales process and complementary tools in 2011 a New Year’s resolution you keep in 2011.
And remember… “it’s not about how you want to sell, but helping your buyers buy , the way they want to buy” ( nosmoke-ism)
The CEO said…” Why can’t my salespeople sell new products” ? I hear this frustration from business leaders often. The assumption is the salespeople are not capable, but the reality is they can sell new products if they are provided a strong value proposition and sales tools that guide potential buyers through their buying journey. If your new product or service clearly provides four yes’s then it will not feel like pushing mud uphill during launch. However far too often new products are thrown over the wall from engineering and product management and sales are told …”just make it happen”.
The reality is you do not want your salespeople spending time figuring out how to sell the new product.
Salespeople follow the path of least resistance to revenue.
If your new product lacks a clear value proposition, sales tools designed for specific buyer personas, and a history of poorly launched products your launch may be doomed.
Equip your sales team to gain new product sales velocity by clearly understanding the problem you are solving for your buyers and the buying process and criteria they use to solve their problems.
How successful is your team with new product sales launch?
Does your new product offer a quick path to revenue or does it feel like pushing mud up hill for your sales team?
Can you afford to have your salespeople figuring out how to sell a new product while your core product sales suffer?
Are new product sales an Art or Science in your organization?
Miracle on 34th Street and Lessons in Serving (not Selling) your Customers
It’s the holiday season and my family and I are watching our favorite movies on television; Home Alone, A Christmas Carol, A Wonderful Life, Christmas Vacation, and the classic…Miracle on 34th street. A clip ( the one above) caught my attention as a sales lesson we can all learn from this movie that was released in 1947.
The Golden Rule, applied to managing people, helping buyer’s solve their problems, will never let you down.
Does your sales team set out to passionately solve your customer’s problems or just hit their numbers …selling what’s in their bag?
If it’s the later, you may want to watch A Miracle on 34th Street at your next sales meeting. It’s often not about doing one big thing, but an overall culture of doing many little things , very well.
Golden Rule of Selling :Serve your customers….Don’t Sell Them.
Merry Christmas!
Do You Have a Repeatable Sales Process? …Are You sure?
Market leaders understand the importance of having a defined, repeatable sales process. They clearly define the steps of the sales funnel and closely monitor the transitions from one step to the next. They are constantly assessing the process to make sure it is in alignment with how buyers want to buy. If you find a sticking point, a common point in the sales process that stales get stuck or goes dark, then you have defined the need for new sales tools to keep the conversation moving to a close. Have you prepared your sales team to hit that goal you just gave them?
So let me ask again; Do You Have a Repeatable Sales Process? …Are You sure?
If you were to meet with your most recent salesperson to join your team are they able to clearly articulate the sales process? Will the process they share be the same process your top gun salesperson uses to consistently exceed their goals?
When is the last time you changed your sales process?
Do you believe your buyers buying process and criteria have changed in the last 6-8 months?
What are some of the big changes you have seen to how your buyers buy?
What new tools has your team developed to meet changes in how your buyers buy?
Taking the time to clearly understand how your buyers buy and the criteria they use today to make buying decisions empowers you with valuable information to close more sales.
Sensing shifts in how your buyers buy before your competition results in your product or service being the perfect solution for your buyer’s problem.
When companies desire to grow their sales they often reach out to their customers to find what they could be doing to grow their business. The trouble is your customers already have a relationship with you. They heard and understood your value proposition enough to buy from you. You need to speak with them; however you must also meet with those who did not buy from you.
If you really want to grow your sales you must speak with potential customers and those your team has quoted. Since they never bought from you they are more likely to not overlook your clunky web site navigation or your salespeople who showed up and threw up without ever understanding the problems the buyer needed solved. They may tell you your brochure is a great explanation of who you are, but fails to tell the buyer the problems you solve for them.
Look at this another way…of the conversations your salespeople have each day…which is greater …the people who say yes…or the people who say no? Let’s say your salespeople close 15% of leads. Doesn’t it make sense to have a focused understanding of why the majority of the people your salespeople speak with say no? As well as what you need to do to help them say yes? Chances are your current customers have the same issues and your overall buying experience and customer satisfaction will improve by adding those who do not buy when you do your market intelligence.
Who does your team speak with when they want updated market info? Just your customers?
Who does the interviewing?
Why or why not should salespeople do the interviewing?
Have you used this process? If so please share what you learned?
