Sellers

Sellers – Our customer’s buying habits and processes have changed dramatically in the last 5 years, but our selling processes have not kept pace. We need to make sure that our sales skills and processes are aligned with the way our customers now buy.

Listening Skills

Listening is the most important part of building valuable long term business relationships. Listening is a skill that is often overlooked, but it is essential for building trust with customers. When customers feel like they are being heard, they are more likely to feel valued and respected. This can lead to increased loyalty and repeat business.

Effective Introductions – Have a script but don’t be scripted.

The way we introduce ourselves to our customers will set the tone for any interaction we have with them. Customers value honesty, transparency and consistency and it starts with how we introduce ourselves to them and show the “real” intent for our interactions. They don’t have time for “catch ups” anymore.

Questioning Skills

Our customers are saying – stop telling me and start asking me. Most of our customers have a challenge or problem in their business that they are looking to solve (with our products/solutions) so it makes sense to ask questions to uncover what those challenges or problems that they have so we can place our products/solutions to help our customers.

Conversation Structures - Have a structure but don’t be structured.

Structure is a sales persons best friend. The simpler the structure the easier it is for our customers to engage in the conversation.

Relationship Building

Customers buy from sellers that they trust and long term relationships are built on trust and execution. The days of transactional product selling are long gone, now is all about consultative value based selling.

Closing with confidence

Sell the problem you fix not the product.

The Art of Story Telling

Story telling is now a seriously important part of a sales playbook. There is a skill to storytelling that adds real value to the conversation and the customer. Simple relevant value based stories are a powerful way to advance our opportunities.

Presenting Skills

Presenting with power will help us close sales more effectively and close the time from presentation to decision in our favour.

Pipeline Management

A solid pipeline takes away the anxiety of where we are at in any given sales timeframe. Understanding how to use a pipeline effectively and why we need one is key here.

Playing the long game

Identifying which customers have growth potential and when or how often we should engage with them. Also not pushing ourselves on customers that are not ready just yet to engage with us. It’s not no forever, it just no not right now.