Have you stopped to consider that a sale to your customer means a change in their status quo? If you did, what would be different for you and your sales team? Our guest is here to offer insight and perspective on both of those questions, and the subject of sales in today's ever-changing world.
Jill Konrath, three-time best-selling author and sales methodology expert, joins us to talk about why a sale equals a change in the status quo for the customer, why experimentation is powerful and necessary in today's sales culture, and why sales is no longer a numbers game but a game of learning more and learning more efficiently.
Listen to this episode and discover:
- Is everyone in constant learning mode and, if so, what does that mean for sales?
- What is the only thing that counts in a sales meeting or call?
- When is the only time someone wants to change?
- Why training itself isn't necessarily effective.
- If you want your team to sell more should you make it a numbers game?
- And so much more…
Episode Overview
Jill Konrath has written several books on the subject of selling, all of them best-sellers, and is considered to be an expert on how to approach selling, and sales methodology. One of the interesting points she raises on this episode is why a sale equates to a change for the customer, and why that change is sometimes the thing that stops a sale from happening.
Selling is about aligning your products and services with your customers, according to Jill, so the only thing that really matters is how they perceive you: are you offering a solution, are you a resource for them? Presenting yourself in that way is a step in the right direction.
But you also must remember you are selling change. Even if this is a change the customer wants - and 95% of them don't - it's still a change. No one wants to make a change unless they have very good reason for it. So rather than talking about the benefits and features of what you offer, next time think of yourself or your sales team as agents of change and prepare your pitch from that perspective.
Not sure what being an agent of change actually looks like in real life scenarios? Experiment. The companies that are excelling at sales are the companies that have created an environment of experimentation. Their teams are learning, experimenting and adapting, and sharing results.
Encourage your teams to do the same: experiment, share the results among everyone, then notice when changes occur and adapt to those changes. If they normally get 10 leads for every 100 calls they make what can they do to get 12 leads? Experiment til it happens and then share what worked to create that result.
One of the final pieces of advice Jill shares on today's show is the process for rapid learning. She says rapid learning is one of the best things anyone can do to accelerate their growth at every level.
And she shares the rapid learning process: first figure out what you have to learn: is it a new market, a new product, a potential new client. And then find the most crucial information on the subject and ask yourself what is critical and what can wait. Take the critical information and learn it in a sequential order.
We also dive into her insights on the perspective you should take when approaching a potential client, what it means when you haven't heard from a customer and more. Tune in for those pearls of wisdom and act on them to propel your sales to the next level.
More available at http://www.growmyrevenue.com/business-cast/
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