There are few market places that aren’t saturated with products and services, even in niche markets this is happening. And very often the differentiator between one business and another is the relationship between the person ‘selling’ and the person/people ‘buying’. People buy from people, its not B2C or B2B anymore its P2P or even H2H.
And the thing is every person in the business is in sales, whether it’s the person in reception or answering the phone through to the accounts team and the delivery team. They’re all people facing roles and so part of that team, even if certain functions are outsourced its important to know those people are still part of the sales team and understand their role. And of course there are obvious benefits to doing sales and selling well… (there being a distinct and subtle difference between the two)
- Are the sales people handling conversations as if the person was already a customer? This makes a massive difference to both the conversation and the feeling of the conversation.
- Are they able to handle and answer difficult questions with ease; can they come up with creative and innovative solutions the client can see as being plausible and workable?
- Are they being honest but at the same time demonstrating confidence in themselves, the products/services, the business and the client’s business?
- Are they using the Action Agenda and planning with a honed opening and close? Once honed, it’s easier and they can concentrate even more on the client.
- Get honest feedback of why people don’t buy; not the sales person’s view but the real view is from the person who didn’t buy. Go back to the last three sales for each person on the sales team and look for patterns and commonalities.