The 10 Selling Competencies For More Sales Right Now Are...
a businessman having an idea
The Traditional Sales Funnel Has Become Increasingly Unproductive.
No wonder, as it was originally invented way back in 1898, at a time when the first automobiles cam onto the market. Now, more than 125 years later, the internet has changed the way buyers make purchasing decisions and how they want to be engaged by sellers.
This article by acclaimed b2b sales growth expert Peter Strohkorb outlines concisely what modern sellers need to do now to grow their sales and hit their quotas.
The 10 Modern Selling Competencies You Now Need For More Sales Are...
Have A Brand Promise: Your brand promise should clearly define what you stand for and how you can add value to your customers. It should be the foundation of all your sales efforts and differentiate you from your competitors.
Have Very Clear Products and Services Descriptions: Your products and services descriptions should be simple, concise, and easy to understand. This will help your prospects understand the benefits and value of what you offer.
A Truly Differentiating Value Proposition: Your value proposition should clearly communicate the unique value you offer to your customers. It should answer the question, "why should I choose you over your competitors?"
Know Your Ideal Buyers: Understand your target audience and their needs, pain points, and buying behaviours. This will allow you to tailor your sales approach and messaging to resonate with them.
Know Where To Find Your Buyers: Identify the channels and platforms where your ideal buyers are most active and engage with them there. This will help you reach your prospects more effectively.
Know How To Engage (Not Ambush) Your Buyers: Focus on creating a "Lean-Forward Moment" by engaging your prospects in meaningful business conversations rather than delivering a typical sales pitch. This will help build trust and rapport with your prospects.
Knowing How To Fend Off Your Competitors: Be knowledgeable about your competitors and their offerings. Highlight your unique value and differentiate yourself from them to stand out in the market.
A Structured Proposal Process: Have a structured and efficient proposal process in place to showcase your solutions and address your prospect's needs. This will help you close deals more effectively.
A Superior Buying Experience: Focus on creating a superior buying experience for your customers. This includes personalized and attentive service, timely follow-ups, and delivering on your promises.
An Effective Referral Selling System: Leverage satisfied customers and advocates to generate referrals for your business. This can be done by providing exceptional service and asking for referrals at the right time.
Do This For More Meaningful Prospect Engagement...
Here are some personalized plans that can be used to initiate a meaningful dialogue with a new prospect.
Lean-Forward Moment: Emphasize engaging the prospect in a meaningful business conversation rather than delivering a sales pitch. This involves highlighting the value of creating a more engaging buyer experience and inviting the prospect to participate in a conversation.
Buyer-Focused Approach: Highlight the prospect's needs and position the conversation as a potential value-added opportunity for them. This approach focuses on the potential benefits to the business, as well as to the prospect, personally.
Brief and Impactful: Concisely emphasize the challenges in the market and offer (controversial) insights that could benefit the prospect's business. This approach is direct and emphasizes the potential benefits to the prospect quickly.
Empathetic Approach: Convey empathy for the prospect's challenges and offer supportive insights that have helped others navigate similar issues. This approach positions the conversation as a helpful opportunity for the prospect.
Client Success Results: Refer to specific client successes to create credibility and interest.
Follow Your Next Steps And Actions
Identify your opportunities for more sales. This is a great first step in understanding how you can enhance the sales effectiveness of your business and your sales team. Sales Assessment Test
Get the independent expert insights you need to make your selling more buyer-focused and grow your sales. Free Sales Strategy Advice
Best regards,
Peter Strohkorb
Peter Strohkorb, internationally acclaimed b2b sales growth advisor