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How Do Salespeople Remain Relevant?

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 02, 2008 | about Coaching
How Do Salespeople Remain Relevant?

Salespeople remain relevant to a buyer depending upon how well they practice the consultative sales process.  In theory, a sales conversation “can be” 100% relevant if the steps below are practiced perfectly.

But, tada!  That’s why we practice in sports and in sales ... to keep striving for greatness.

First, how does a salesperson remain relevant?  By ...
Adaptation
1. Adapting to a person’s buying style ... socialite, dynamo, or thinker.

Listening
2. Asking great questions to understand a person’s situation: their needs and problems relevant to our product or service. 3. Paraphrasing understanding, taking notes, and summarizing as we “sincerely” listen. ?4. Getting the customer to describe the impact of needs and problems - financially and/or emotionally.

Presenting
5. Showing only those products or services that fulfill customer described wants or needs. 6. Showing only those features and benefits that fulfill customer described wants or needs. 7. Explaining how the negative impact will be replaced by a positive impact: the new emotions or better financial numbers. ?
8. Checking for feedback as we advise - answering questions, or providing solutions to fears or concerns about our advice.

Finishing and Following Up
9. Helping them make a decision and “opening up a long term customer relationship.”
10. Following up to make sure that the new customer is satisfied or to help with the use of the product(s) or service(s).

These steps and others help the salesperson remain relevant during and after the sale.

The sales teams, that great managers coach, fight to get better at making the buying process comfortable for the buyer.

It’s a guess, but I would say that less than 1/2 of most sales experiences are relevant to the buyer in today’s marketplace.  The buyer fights to be adapted to, listened to, and cared about during and after the sale. 

But, you’re different.  You want to learn, use, and even coach sales skills and attitudes that make things better.  You want to build lasting relationships and repeat business.  So, go do it.  Make a difference.  You can.  Many of you are.  Lance.

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