Sales Best Practices: What’s In, What’s Out
Sales best practices are changing again. Here’s what’s In and what’s Out.
Out: canned sales pitch. In: discovery questions.
Out: talking. In: listening.
Out: cold calling and hoping. In: networking and
Out: closing a sale. In: opening a relationship.
Out: customer committing to you. In: committing to
Out: customer service lines. In: customer service
Out: features and benefits. In: reaching customer
Out: single Decision Maker. In: group of decision
Out: faxing. In: texting and emailing.
Out: just knowing the gatekeeper’s name. In: knowing
what the gatekeeper likes in her coffee.
Out: side-stepping gatekeepers. In: teaming up with
Out: sign here. In: we’re here for you.
Out: meeting quota. In: blowing quota out of the
Out: over-selling. In:right-sizing the order.
Sales isn’t dying as a profession.
Sales is evolving, and because of it, sales best practices are always evolving. One example is that internet shopping has had a huge influence over the job of sales pros. Your client can (and will) shop the competition from their phone while they’re talking to you! You need to add value to your relationship by being considered an important business partner and resource. The way to make that happen is to be invested in achieving your customers goals, and make sure your product is a part of it.
Make sure you’re clear on the short and long term goals of your customers. The sales best practices above are a good start. Sales in the twenty-first century is about partnership and value. At every meeting, ask how their key project is going, and what you can do to move it forward. Mean it. The reason you have a job is to do what a computer ordering page cannot: establish a value-driven relationship.