There is a bit of a debate going around the sales circles these days and it centers around sales and if the act of selling has changed.
To that, I say “yes and no!”
Let’s get the “No” out of the way first.
Selling hasn’t changed as far as the act of fulfilling a need, but the landscape in which we perform that act (or in many cases attempt to perform that act) most definitely has.
Our prospects/clients have more distractions than ever before!
Thanks to downsizing many of them have a heavier work load than ever before.
The pace of business is faster than ever.
Attention spans are shorter.
And let’s not forget that technology has made it more difficult for us to get access. Think Caller ID, preferences of email over a “live” discussion etc.
To me this presents a bit of an “Indiana Jones” visual trying to hurdle these sales obstacles!
This landscape has divided many an aspiring sales rock star in that you have the “traditionalists” who still cling to the tried and true traditional selling methodologies. You also have those who believe that a better way is to embrace things like Linkedin and blogging etc.
Which is better?
I reject the question!
In order to thrive in this new landscape . . . we need both!
That’s why I created Playbook For A Competitive Edge!
Its a true combination of the traditional, tried and true methodologies with the newer tools such as personal branding and Social Networking.
Quite frankly, I’m still coming across way too many people who are either struggling with or completely avoiding these important additions to the “sales mix”
The program begins with you and I having a no rush “one on one” so I can get to know you, your challenges and your opportunities.
From there you’ll be given some work to do so you can immediately begin your Jedi training.
In October, we’ll train for 2 days. You will be challenged, stretched and I promise you that you will get your uniform dirty in my classroom!
There will be plenty of interaction, discussion, exercises and if you’ve been following my blog you know that I like to inject fun into the mix!
Most training ends right about here!
Think about it. You just learned some cool things, you’re pumped, primed and what happens? You retain very little and that “feel good” thing quickly becomes a Red Bull adrenaline rush complete with the debilitating crash!
Fear not; I got you covered because my program is actually a 6 month program!
Once you complete your two days in the classroom, we’ll keep the momentum going with reinforcement emails, assignments and a monthly peer group conference call.
I want to leave you with one thought before I give you the link with all the juicy details . . . there’s never a good time to train and improve yourself.
Yep, I really did say that!
Whether it be personal, business or both, there are always reasons why training isn’t convenient.
Sometimes we simply have to make the time!
Paul, you’re so right on target here! I’m going to post this into my Sales Chicks group as well – want to see you inundated with girl Jedi sales rockers! 🙂 mb
🙂 mb
Very kind of you Mary Beth . . . I really appreciate it.
If you have a moment on Tuesday, please circle back to my blog because I have a podcast coming out on this very subject and how the sales landscape has changed!
Thanks again!
Paul – a thought
If sales is identifying potential customers of possible value-add products or services and completing a transaction then sales hasn’t changed.
If sales is a series of dance steps taken to engage potential customers to assess and decide on a value add product or service, I say it has changed.
As a person who receives contacts from sales people regularly, the traditional sales approach is not working. We tend to view sales monolithically – prospect, probe, appointment, present, close, overcome, close and deliver. If you are selling commoditized products and services this may still be effective. If your product is changing or complex, the approach fails.
And simply doing the same thing faster or more frequently does not change results. Sales people have to understand that professional discourses require a certain discipline, ethics, community, etc. No lawyer would survive acting as some sales people do. It would be malpractice. If sales people want to be taken seriously they need to act seriously – which is more than closing a deal.
I’ve actually reread your words several times because quite frankly I love what you’ve written!
Thank you for taking the time to stop by and comment . . . I really appreciate it!