All great salespeople develop a talent for winning sales conversations. How can you tell when you’ve mastered this skill? To start, look at what you’ve gained (or lost) at the end of the exchange with the prospect or customer. The net result of a winning sales conversation should be at least one of three things.
- The salesperson has establish rapport and/or a relationship with the prospect or customer.
- The salesperson has advanced the sale.
- The salesperson has closed the deal.
These very basic outcomes of sales conversations haven’t changed for decades. However, the environment in which those conversations are happening has changed drastically — and so have the tools we use to communicate with customers. So while your team might be focused on the right outcomes, they might not have the best tools to get the job done. Here are some of the most common obstacles to successful sales conversations in today’s selling environment.
Outdated or generic sales materials/demos. Customers are doing their own research online and they have less time and patience for materials that tell them what they already know. Also, they don’t want to hear information unless it’s relevant to them and their business — generic won’t cut it.
Lack of multiple communication modes (mobile, social, etc.). Customers want to communicate with your company when it’s convenient for them, in the mode that best suits their style. If that means they want to reach out via Twitter at 3 a.m., you’d better have a way to respond quickly.
A stale and product-focused pitch. Again, customers no longer need salespeople for information about products and offerings. They have no need to hear all about you and your company. Instead, they want to hear about how you’ll deliver value to them in a way that addresses their unique challenges.
At the Sales 2.0 Conference in Las Vegas on September 18, many speakers will provide more detail about how you can help your salespeople avoid these missteps. In particular, these two breakout sessions below will be focused around insight related to the art and science of sales conversations.
STORY SELLING ON MOBILE: THE NEXT GREAT WAY TO CREATE WINNING SALES CONVERSATIONS, presented by Leon Yeh, CEO & Founder of Mobiten
Leon has been thinking differently about what mobile technology can do for sales and marketing. Learn from this disruptor who has developed some of the most forward-thinking mobile sales tools available. In this session, you will learn why the “pitch” no longer works; what to do differently to relate more effectively to your customers; and how mobile technology can support visual, interactive stories, providing a gateway to customer engagement.
FOUR HUNDRED PERCENT SALES PRODUCTIVITY INCREASE WITH ADVANCED SALES ACCELERATION — ARE YOU SERIOUS?!, a panel discussion moderated by Chad Burmeister, Vice President, Sales & Marketing at ConnectAndSell
Chad will be joined by panelists from Ceridian HCM and ClearSlide; they will share advanced sales-acceleration techniques that have helped them drive up sales-productivity improvements by an impressive 400 percent. Chad will also reveal what he’s learned based on personally delivering more than 15 million dials and 770,000 sales conversations in the past 12 months. (Note, this session will also feature $500 worth of giveaways — in Vegas poker chips, of course!)
Register now for the September 18 Sales 2.0 Conference in Las Vegas at https://www.regonline.com/Register/Checkin.aspx?EventID=1488784.
[Image via Flickr / opensource.com]