For those who do not realize it yet, there is a new sales methodology developing out there. And customers are welcoming it. Our customers are all aware of the typical old sales tactics. They have been exposed to them over and over. Frankly, they know these old sales moves and scripts better than we do. That is why it is becoming more difficult to close those deals using those methods. However, there are plenty of salespeople who are having no trouble making sales. The reason–their approach and their methods.
I read a great blog today about the “New Authenticity” in sales. According to Scott Sheaffer, we have been traditionally “coached in how to manipulate the customer.” Today, “service and personal credibility with our customers versus arm wrestling and psychological sales tactics” are the expected tactics.
Right on. Sales is made up of three fundamental principles:
1. Build great relationships with your customers.
2. Identify what their issues, challenges, and needs are.
3. Be the trusted resource for helping them find the solution to that problem.
Traditional sales methodologies associated with getting people to buy from you have been replaced by the “New Authenticity” of being a professional resource for your customers. Change your mindset, your style and your training approach. There is a new, refreshing, and more productive sales model out there. It works. It is more rewarding. And your customers are embracing it.
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