The area sales match, such as every other component of business-to-business company, has undergone incredible cultural, technological, and societal changes over the past few decades. Companies that insist on clinging on to outmoded, traditional sales approaches and marketing approaches do more damage than good to their own sales and advertising efforts. Restrictive policies (call minimums, telephone reports, random office reporting times and days, etc.) are a complete waste of time because they do not do sales coaching anything to create earnings or profits.
The more sales folks put themselves in front of customers and prospects, the more they market and the more they earn. Sales people need to get face-to-face with prospects and customers to create relationships, to evaluate product and service applications, and to place a human imprint on the selling procedure.
The most important thing to the customer buyer is not whether a sales person claims his yellow widget will last more or is more popular compared to someone else’s orange widget… what’s important to the current buyer is the answer to a critical question: Can I trust this individual to sell me the right product or support for the right program for the perfect cost?
Prospects want to trust the sales person and the company he or she represents will make every attempt to be sure the product or service purchased will minimize downtime, increase productivity, and provide a reasonable return on the investment.
At any time you create that level of confidence with a prospect, you’re guaranteed a sale.
As you work your way through BOTH SIDES NOW©, then you are going to learn everything there is to know about virtually every significant business plan and strategy – aligning priorities, benchmarking, competitive analyses, coping with culture change, cutting overhead, goal setting, improving quality, and managing resources effectively… you will want to efficiently and rapidly increase sales and profits.
This article can help you build, motivate, and direct a winning sales team, a group of sales professionals whose collective capability to acquire can be uniquely assembled upon compelling and profound knowledge, skills and understanding; fundamentals that are essential to all fantastic human accomplishment.