We are facing a change of era for sales teams: Potential clients are changing the way they contact us and what they know about our product is much more than years ago. Sales teams, for their part, also have much more information about their potential customer than ever before.
And what is the result of all this? A total transformation in the way we relate. Today's salesperson needs much more than product knowledge and good verbiage: he needs to know people, know all the channels in which they operate and delve into their specific needs to turn this relationship into a personalized experience. Here are 5 ways to achieve this:
Sales and customer service teams, which are those who have direct contact with the end customer, have very valuable information about what worries their customers, why they reach out to them, and what expectations they have regarding the results. of the product or service. Giving these people a voice is essential to know the customer profile that requests the product or service. but, also, for detect opportunities and make decisions on how to adapt the product to meet new needs that arise from the client.
Currently, there are multiple marketing strategies that complement the sales team: Its mission is to nurture potential clients who are “not very mature” so that they become convinced that the solution to their need is to acquire the product or service that is being sold. In this way, and only when the customer is ready to buy, is when the sales department intervenes. If the Marketing and Sales departments align to create a sales funnel that combines commercial work with different automated messages that progressively add value to the potential client, sales teams will have much more information and higher quality potential clients who will be more receptive to the sale.
We would love to be able to continue making in-person visits and close deals with just a phone call. But, nevertheless, the potential client has changed: You can write on WhatsApp, on a social network and, even if you started on one channel, you can jump to another. The seller's job in this case is be prepared to adapt and optimally move the conversation to any of these channels in order to close the sale. “Leave me an email or phone number and I'll call you” at a very early stage in the communication can have the opposite effect to what the seller wants: scaring off the potential client or causing them to lose interest.
Training in hybrid sales skills is a priority for any organization: both to successfully manage omnichannel and to transmit and communicate more effectively in an online meeting.
Salespeople are still people who start conversations with other people. And not all of them behave in the same way: they start from different situations and their behaviors vary. Nowadays, A good salesperson, in addition to knowing about a product, must know about people.: because only then will you be able to adapt your speech to empathize with her and give her exactly what she needs. Training on people's behavioral styles based on the DISC method or other alternatives can be the springboard that helps them find patterns and adapt their speech.
In order to innovate and detect new opportunities, The figure of the leader in the sales departments is essential. This professional figure has before him the challenge of create an environment that provides psychological security and a point of curiosity that leads team members to go further and detect new needs and business opportunities. As our speaker Sandra Velasco, Business Head Immunology Novartis, commented in the webinar “The challenge of obtaining results", It is key to lead from empathy and inclusion with a focus on people who make up the sales team, since only then will the best be extracted from them.
At Ready for People, we have several experiences aimed at sales departments: improve speech, know customer profiles, hybrid sale, more effective communication, storytelling…If you want to know more, contact us, and we will be happy to explain!