Selling in the 21st Century

Filed Under (Uncategorized) by Don on 18-05-2007

Sales funnels, pipelines, UVP’s, what does it all mean?  It means that today and tomorrow’s sales person is no longer some guy or gal standing on the street corner hawking tickets, newspapers or magazines.  The salesperson of tomorrow is tech savvy and inquisitive.  They research their prospects and their business long before they make the initial contact.  They ask questions and identify where their product or service provides the best fit.  The sale is assumed and rejection does not deter them.  They are smart enough to know when to walk away if they can’t help the customer’s business and know how to weed out poor prospects.  They are consultants and advisors with high personal expectations and goals.  Marketing people are finally understanding the need to target specific buyers not just people in general.  Men and women buy for different reasons, and the relationship is king.

Selling has become a combination of discipline, integrity, skill, research, winning spirit, teamwork and customer focus.  It has necessitated the need to close the gap between the marketing and sales teams.  Companies now have to integrate these two units into a cohesive group that must communicate, strategize and plan.  Collaboration between all company divisions is necessary to achieve corporate goals and the “us against them” mentality has been put to rest.  Welcome to selling successfully in the 21st century.

So where does your organization fit into this equation?  When was the last time you examined your sales strategies and infrastructure?  Do your internal divisions collaborate or compete?  Has your CEO or Board of Directors defined your goals and expectations and have those been passed down the channel to the managers and on to the employees?  Selling today is more than just walking through a stranger’s door with a business card in your hand.  It requires pre-planning, continuing education and mentoring by management.  It’s about dedication and integrity, motivation and attitude.  How does your sales team meet the needs of your customers?  No one wants to be sold but everyone wants to buy.  Selling now involves persuasion, problem solving and diagnostics.  Sales people have become “doctors”, they ask questions regarding the customer’s “symptoms” in order to diagnose problems and provide recommendations based on their experience.  They coordinate resources and provide solutions.

Bring your sales team into the 21st century and advance them up a notch from just a consultative approach to a diagnostic model resulting in better account penetration and ensuring greater predictability in the final outcome.

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