Despite the onslaught of social media and on line networking, 'real life' networking is still a crucial element of many companies' sales and marketing strategies. Quite right too -- there are massive benefits to be had from attending networking events.
Providing you're at the right event for you. Providing you do it well.
In the quiet of our minds, we know that we can't "sell" anyone anything they don't really want. In the quiet of our minds, we know that being even slightly deceptive is not the way. Unstoppable Selling turns selling on it's heart by encouraging sales people to be trusted missionaries of help - an approach that frees people from beliefs that stop them from taking action. What might be possible if you were unstoppable?
When sales teams are under-trained and unprepared to use sales enablement tools effectively, firms spend a lot of time, energy and resources accomplishing very little. A well-designed, current training program produces the best results.
Forget you and forget your standard sales presentation.
Let me explain...all of us have our own unique way of perceiving the world. This map has been created from the moment you were born to this very day...all your experiences have gone into the pot and created your map. Nobody else will have had your experiences in exactly the same way. They will have had their own experiences and will perceive the world in their very unique way.
If you're getting paid for doing the "hands on work" while you're giving away advice for free, there's a better, more profitable way. Take a page from television sports commentators and start leveraging your expert experience and insights.
Do You Know Your Customers' and Prospects' 'Sales Direction' Filters?
Knowing the Sales Direction Filters of your customers and prospects is crucial to increasing your conversions and generating all round improvements in customer relationships. At The Sales Consultancy we think they're vital in business and could not imagine our customer relationships without this knowledge.
So what is a Sales Direction Filter?
WHY CUSTOMER RELATIONSHIPS FAIL...
Have you ever asked anyone a question that can be answered in a sentence or two -- and yet they're still talking 10 minutes later?
Or maybe asked for more detail on a subject -- and been given a one line answer?
Are you the person that is only interested in the big picture? That is you tend to give very brief responses regardless of the question? Or do you prefer to give a very detailed response to questions?
What about others?
Cards on the table -- I'm a massive fan of mentoring! So it's a big yes for mentoring from me.
We all need help now and again. Help in the form of unbiased support, a friendly prod to move things along, maybe just an understanding ear. I've found that those who say they don't need help often need it the most!
"You don't get what you want in life; you get what you expect"â€
Here's some questions for you...
Do you know where you're heading? In work? Away from work? In Life? Where is it all leading to? Does it have to lead anywhere anyway?
A bit deep for a Friday? Maybe. Let's drill it down to your business, even your sales, especially your sales... What actions are you taking to get you to where you want to go? That's assuming you know where you want to go!