The sales landscape is ever-changing. As a result, sales professionals need to adapt constantly to meet the demands of consumers. That means the qualities that were once essential for sales success might no longer be relevant.
Sure, to be successful in sales you still need to be confident, hard-working, driven, and hungry. But those traits are no longer the primary forces behind a flourishing career in sales. Winning over the modern consumer requires a completely different set of qualities.
The sales person’s agenda is a simple one; close more customers. There are multiple ways to achieve that agenda, but none more effective, or long-lasting, as earning people’s trust. You can buy, bargain, or bully your way to a customer, but, nothing is more effective than taking the time to build a relationship with them.
That means taking the time to help your prospects in genuinely meaningful ways. Instead of interrupting people’s lives with pushy cold calls, identify your customers and connect with them in places that they seek answers to their problems. Then, take the time to earn their trust and eventually their business and loyalty.
In the old days, being a lone ranger in the Wild West of sales was part and parcel of the job. You would have been competing with other companies, vendors, and sales professionals. Nowadays, however, operating “solo” might leave you at a disadvantage.
“The average sales cycle has increased by 22% over the past 5 years.” -MarketBridge
The new face of selling is all about building trust and closing sales through collaboration with and for customers. In this increasingly connected world, you will need to collaborate and make agreements with vendors, other companies, and customers. That will ultimately lead to more satisfactory clearing of objectives as well as happier customers.
Modern consumers are highly knowledgeable. They have most likely researched and set their own buying criteria long before they have their first interaction with a salesperson. That means it is not enough for sales professionals to know their products, you need to have in-depth knowledge of your entire industry and the market you in which you operate.
Understanding your market and the individuals within your segment takes tremendous expertise, commitment, and passion. It does, however, mean that when you speak to a prospect, you do not have to regurgitate information they probably already know. You can focus on demonstrating how your product authentically solves an issue in their life.
Empathy and Emotional Intelligence
The days of the extroverted, high-energy sales person who doesn’t take “no” for an answer are gone. Much to the delight of consumers. That description of salespeople will live long in the memory, though, and is the main reason that modern consumers have a distaste for “sales calls.”
People will be much more receptive to speaking with sales professionals that take the time to understand and empathise with them. Emotional intelligence allows you to foresee problems, address customer concerns at the individual level, and navigate difficult situations.
The modern customer demands specific experiences that need to be met by modern sales professionals. Your customers control the buying journey. Your job is now less about selling, and more about guiding and nurturing; helping the customer to make the best decisions.
To learn more about Xcel Sales contact us on 0118 402 1440 or visit the website www.xcelsales.co.uk