The sales environment today is very different than it was 10 years ago. The new age of sales means that people do business and purchase things very differently than in the past. Author Lisa McLeod discusses sales principles that are still true today.
- It's a new age in sales.…We know that purpose-driven salespeople…outperform the old school quota-driven reps.…The environment today is very different…than it was even five or 10 years ago.…So one of the big differences is your buyer…now has the Internet in the palm of your hand.…Another difference is we know more…about the psychological underpinnings of sales,…more so than ever before.…So if you ask some of the old timers about sales,…there are two things though that they'll tell you…that were true way back then and are still true today.…
Number one, sales is still at the heart…a relationship business.…Actually with the Internet, even more so,…because all the facts are already online.…The whole point of meeting is to create that relationship…that adds value.…That's why you should care very deeply about your customers…and their goals.…That knowledge, that drive,…that's what propels your business forward.…In the face of challenging negotiations…or changing conditions or obstacles,…make sure your focus is on adding value to customers.…
In this course, Lisa outlines key techniques to find and leverage your "noble purpose" and connect with customers on a deeper level. Learn the three key elements of a great call opening, when and when not to use a pitch deck, and the secrets to creating a sales process that can flex with different customer types. Last, she provides advice to develop yourself professionally, such as how to talk to senior leaders and position yourself as a strategy partner instead of a pitchman, when and how to take your boss on a sales call, and how to network effectively. Use these tips to close bigger, close faster, and make your work more meaningful.
- Name three questions you should answer when crafting your noble purpose.
- Identify the first action you should take in a new sales job.
- Recall three pieces of information that should be included in a “win” email to the boss.
- Recognize the biggest challenge for salespeople.
- Determine what needs to be included in a pitch deck.
- List two reasons why a sales cycle may be longer than usual.