Sales Training – The World Has Changed, it is Time to accept this and to Take Advantage of it

Sales Training

The World Has Changed, it is Time to accept this and to Take Advantage of it

I often hear about people sitting back, waiting for things to get better, asking questions like, “When are things going to get back to normal”? I am afraid to say that this is the new normal. The market has changed forever and the sooner you accept this and get off your butt and begin making the most of all the opportunities all around you. The sooner you will invite unlimited sales success into your experience.

Life will always go on

People are born every day, they need to eat, have a roof over their heads, clothe themselves, move around, communicate and live. These fundamentals have not changed. Yes people are not eating in restaurants as often, they are choosing to keep their cars for a little longer and buying their clothes from budget stores, because of the credit crunch, but fundamentally there are still massive opportunities available for those entrepreneurs, who are willing to search a little harder, innovate and use their creative minds to see all the great potential, which exists all around us.

Willing Buyer and Willing Seller

In our world, there is always someone, who needs to buy something and someone willing to sell it to them. Look around the room you are sitting in right now, everything, which is filling your space right now is something that you bought to satisfy a need, at some point in your life. The company or rather the individual, who influenced and persuaded you back then, has a trophy to illustrate their sales victory filling your space right now. They won the battle, to get you to trade your hard earned cash for their product. How are you intending to innovate, get off your butt and get a few of your own trophies into the lives and businesses of your new prospects?

Our Needs never go Away, they Merely Change Over Time

People still have and always will have needs; they are still buying things and always will, to satisfy these needs. As a sales professional I am certain that you still want to succeed and build a thriving business, which will help you to achieve your vision for the future and your sales targets.  I am sure that I do not need to remind you that as a sales professional, you need to really believe in what you have to sell and to see your portion of the business, as your own business, even if you are not the legal owner of the business.

Getting the right people to choose you and your product or service:

The challenge you face is ensuring that your business is the one that will have its products or services chosen, to satisfy the needs of your clients and prospects? How do you ensure that it is your trophies of success, which will be displayed in these people lives and businesses in the future?

Innovate, Research and Understand your Markets and Customers needs

Once you have identified a need within your target market or at your target client, which can best be satisfied by your products or services. The next obvious step is to get your target prospect to choose your product or service over anyone else’s. This is where the ability to connect with people on a level where they can get to know, like and trust you and your products and services becomes crucial. It is far easier to persuade someone that your market offering or value proposition is the best possible solution,  if you have developed connection with them and they know like and trust what you have to offer. It has never been more important to know and understand exactly what you have to sell, which markets and customers need exactly that and then to build a strategic plan to build connection with the right people in the right place and to show them the value you bring.

There is no Shortage of Business for Creative Sales Professionals

We know that there is most certainly still business out there and that we have products, which can readily meet the needs of our prospective clients. We know that people are still buying. So all that is left for you to do is to connect with the right people, build a mutually beneficial relationship with them and show them the value you and your product and/or service offer.  The question now is, how do I get my message out there amongst all the noise and clutter, which surrounds me, so that I can convince the right people to see the great value I offer?

The Challenge

The challenge faced by all businesses is that there are legions of businesses and individuals all around, who are attempting to influence people’s decisions every day. We are surrounded by Radio and TV commercials all day, our phones ring incessantly with people trying to sell us something, there are billboards and bus shelters, screaming messages at us all the time, our email is filled with so much junk we are overwhelmed. There are solicitations going on all around us all the time. So how do I get my business to stand out above the clutter and noise that incessantly invades my world?

Become a Champion of Influence

If you want your products and services to stand out from the crowd, you must invest sufficient time and energy into becoming a champion of influence. This is the only way to begin and sustain the journey through the sea of noise and to become positively influential and persuasive yourself. The secret to success is not found by trying to shout louder than everyone else out there. The secret is to move away from the crowd and the noise and to begin the process of building connection with the right people, in the right place at the right time.

This is a case of going back to basics and instead of trying to spray your message out into the world and sitting back and praying that someone will hear it and miraculously get to know like and trust what you have to offer. You must clearly define who your target clients are, find out where you can connect with them and then build a sales plan on how to do it. This makes it really easy to build meaningful connection with the right people, show them the value you have to offer and then to form mutually beneficial relationships with them. The more time you invest into targeting the right clients, who need what you have to sell, the better you will be equipped to use your available time more effectively and the easier it will be to connect with these people.

Take a Step Back                                                                                               

These changing times, where we have so much going on around us all the time, has forced us to take a step back and to change the way we market and sell our products and services. People have not changed, they still choose to buy from people in businesses they know, like and trust and can offer them the best opportunity to get maximum value. It is time to stop shouting a message in the wrong place to people who don’t want to hear it. Stop wasting energy; commit to begin the process of communicating, connecting and influencing the right targeted people, so that they can easily see that what you have to offer is exactly what they need.

Author: Andrew Horton Sales Training

http://www.andrewhorton.co.za/motivational-speakers-presentations/sales-training/

 

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4 comments

  • Glad your recent posts have been about selling. It helps to be reminded about the fundamentals as well as how one can sharpen their selling skills given the challenging times.

  • Karen Brockman /

    Thank you, Andrew! I appreciate your back to basics approach. It helps my thought process as I market and reach out to serve professional speakers.

    • Thanks for the feedback Karen. I have found that it is more often than not the basics that are out of sync and that is the reason why so many people struggle with sales. Once the basics are in place, the rest just seems to unfold. May you have a wonderful and very successful sales year ahead.

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