TheSalesAdvice: Selling Will Never Be The Same Again
By Ton Verleg
TheSalesAdvice: Selling Will Never Be The Same AgainOct 18, 2022
The Trusted Advisor's skillset is more than selling
The profile of a Trusted Advisor is different than what it was in the past for sales executives or account managers. It is a step up. Their skill set is more than selling.
Trusted advisors Talk More
A different view on who is talking more during a customer conversation. The customer or the salesperson?
Surprising Strategies for Stalled Opportunities
Listen to surprising strategies for Stallen Opportunities based on research by Matt Dixon (The Challenger Sales author). His findings and recommendations are very aligned with the new way of selling. A podcast not to miss out on.
Salespeople are from Saturn; Prospects are from Pluto
Keep prospects as long as possible on the right-hand side of the Buying clock. Then you are on their planet and increase the change to influence their buying process.
Do Buyers Need a Salesperson at All?
Whichever data or statistics you look at, it’s pretty clear that B2B buyers’ use of the web to make purchasing decisions is increasing exponentially. By the time you meet a prospect, they are halfway through their buying process, know exactly what they want, and ask you to put a price on their identified solution. Do buyers need a salesperson at all?
Becoming Comfortable with the Uncomfortable
Sharing risks you see for your prospect of not changing is challenging for many salespeople. We have not been trained on how to do that. It’s time to get comfortable with the uncomfortable.
Customers Prefer a Fix over Change
Here is a challenge for you. How do you handle situations where a prospect currently experiences dissatisfaction in one area, but according their thinking changing to you may lead to imperfection in another? They much prefer a fix over a change.
How to Beat the Hidden Competitor?
When opportunities stall, have you considered there is another competitor you are competing with? It’s The Hidden Competitor. Listen to this episode how to handle that.
The Domino-Insights Effect
Insight selling is about providing your stakeholder with a new perspective of their situation. However, there seems to be a lot of pressure on finding the right insight. What if there is not one big insight but instead several small insights? Welcome to the Domino-Insights Effect.
Gaining Consensus is the New Closing
One of the most popular episodes on TheSalesAdvice. One of the challenges salespeople face with so many stakeholders involved in the buying process, is a buyer’s tendency to revert back to the status quo. How do you manage this challenge?
Buyers Dump Sales in the Skepticism Basket
Why have we seen this decrease in selling time? Is the buyer’s trust in salespeople slowly but surely decreasing? Are we being dumped into the scepticism basket? Listen to how you need to fight back.
What Will Your Prospect Do After You Have Left Their Building?
When coaching sales executives often, sales managers ask: “When do you think you can close the deal?”. In the new way of selling and in the new way of coaching, this is actually the wrong question. What would be a lot more helpful is asking, “What commitment did you get from your prospect at the end of your meeting?”. Gaining commitments is the new closing.
Your Magic Wand Runs Out of Magic
The buyer’s expectations of what salespeople should bring to meetings have changed. The magic wand has run out of magic.
Do Buyers Need a Salesperson at All?
Here is a scary question for you: Do buyers still need you? Are you out of your job soon? Listen to this episode to get your head straight. Of course, they do!
It is Better to be The Disrupter than The Disrupted
What buyers tell us, as salespeople, is: “Why don’t you start helping me with what we, as a business, focus on instead of torturing me to follow your sales process? Can you help me to be a disrupter?"
The Next Step in the Evolution of Sales
We need again to adapt to new needs from the buyers. They are better informed and say to salespersons: “Tell me something I don’t know.” Are you ready for the next step in selling?
Status Quo and the Cost of Inaction
When discussing possible solutions, buyers use their status quo as the reference point to evaluate the attractiveness of your offer. Any improvement is a gain, and any shortcoming is a loss. Is it really that simple? How are buyers really looking at competitive offers?
What Buyers Say and Think is Different
“No thanks, we are happy with our current supplier” is what many salespeople hear every day. Or you hear “thanks, but to make us switch, can you match our current supplier’s rates?” or any variation to this, including “give me a better price”. What is the cause of these statements, and how do you deal with them?
Are You Ready for Virtual Selling?
Like how the fax machine, email, iPhone, and FaceTime, arrived in an instant, in order to remain relevant and competitive, sales executives have to change the way they engage with their customers. And as always, early adopters will be the winners of tomorrow. The question remains, are you ready for virtual selling?
Have You Moved On From Solution Selling?
One of the most popular episodes of TheSalesAdvice podcast. This is a brain teaser and mind spinner. For decades salespeople have been successful with solution selling. That’s what we have grown up with. To remain relevant and inspirational to buyers (and survive and thrive again as salespeople) our sales approach needs to change. Selling from the Buyer’s Perspective is what customers require us to do.
Train Your Brain
Changing the way you sell requires changing your habits. Listen to some tips and hits on how to train your brain to do that.
Be A Captain of Change
A lesson from my dad many decades ago: You need to figure out what your customers want, and they need to perceive you as someone with the knowledge they don’t have. If not, your meetings will only be about your products, they will control the meeting, and you will be out of their door in 5 minutes flat. Listen to this insightful episode to become a captain of change.
Selling is Helping
We cannot deny what buyers are really after; they miss information, and they want to verify their own information findings. If you cannot provide that service, buyers will go elsewhere. To stay ahead of your competition you need to ensure you help your stakeholders with their information challenge
Metrics. Matter.
As a salesperson, to Sell with the Buyer’s Perspective, what ability do you need to keep, improve, start or stop? There is a need for helpful, practical metrics that help both the seller and the coach with which abilities need improvement. Metrics matter.
Do You Have A Great Retention Strategy?
The key to retention is continuously creating new value. Learn about three essential Loyalty Builders.
Don’t Wing Your Meetings (II)
Research and situational knowledge are crucial to be prepared for any call. What is the next step to take your preparation to the next level?
Don’t Wing Your Meetings (I)
Preparing a meeting in the new way of selling requires thinking like a customer; What would they like to discuss? What are they looking for in the meeting with you?
Small Commitments Lead to Bigger Deals
Listen to this story telling why salespeople, instead of focusing on closing the deal, are better off gaining small commitments from the buyer that lead to a bigger deal.
Turn Customer Benefits into Insightful Storytelling
“How can you find insightful, valuable information while not being an expert in the prospect’s industry?” Find out how a simple exercise will get your customers'attention.
How To Handle Objections?
The thought process of – a separate Overcoming Objections step – is outdated and does not fit the new way of selling. Learn how to do this differently.
Don’t Be A Prisoner of Hope.
Forrester Research identified that salespersons who can gain the prospect’s interest to kick-start their buying process could double their closing ratios to 70%. Are you ready to learn how?
How to Hit a Home Run in Sales
Listen to this episode about how to get a new customer to ship-to-profile and the analogy with hitting a home run.
Why Helping Comes Before Selling
Before you start selling, you have to create a problem worth solving. Help your prospect understand why they are not getting the results they are looking for.
A Cocktail Recipe to Die For (and you can use it for successful prospecting!)
Suppose your VP of Sales would task you to gain twelve new good quality customers in the next quarter. How would you go about that? What would be your plan? Where do you start? Who would you target? What is your approach? Listen to this episode to give you some great ideas.
CX = The Exponential Growth Strategy For Any Business
Growth is a challenge for many business executives. Why? Because every business faces the same pressures. Listen to this episode to get some insights into how you can help your customers they may not have been thinking about.
How Easy Do You Make It For Buyers To Buy From You?
There is a new term on the market: BUYER ENABLEMENT. Listen to this episode for marketers and sales to step up, and be ahead of the game by providing information that buyers cannot find by themselves and help them with making progress in their buying process.
The Fair price Phenomenon
In Sales, you come across discounting requests nearly every day. How do you handle these at the moment? When customers ask you to sharpen your pencil, what do you say? There is no magic bullet answer, but there are things to be aware of and consider not to do, and…there are more effective responses. An episode not to miss out on.
Mythbuster: To Close a Deal, You Start with the Decision-maker
How often did your manager ask you if you talked to the decision-maker during your last pipeline review? Your answer may vary from: ” All the time to Sometimes.” I challenge you today to reflect on the relevancy of this question in helping Sales Executives with closing deals.
Procurement: Part of the Problem, or Part of the Solution?
Some salespeople dislike dealing with Procurement. Listen to this episode to see a different side of procurement and how you should change your approach.
Trusted Advisors are Sense Makers
Are you a Teller, a Giver or a Sense Maker? Buyers want to talk to someone who can help them with making sense of this mad world. Are you that person?
Honesty is the Best Policy; Apply it to Improve the Way You Sell
Recognize the mistakes you make in your preparation, your opening, the value you offer, the stakeholders you talk to and the way you close. Then start improving.
Brace Yourself for The New Normal
Pandemic or no pandemic, the way buyers and sellers work has changed. Listen to the main eight drivers and challenge yourself to how well you have adapted to these.
Use K.I.S.S. reflection to improve your new way of selling
For most people, the K.I.S.S acronym means to keep it simple, stupid. I have been using this in a different way, to help salespeople improve in the way they sell. Have a listen to this episode and how this may help you too.
Which Way To Turn When You Find Yourself In a Dead-End Street?
We all have been there: your dream prospect doesn't call back. You are finding yourself (again) in a dead-end street. Turn conversations into strategic questions to get you out of the dead-end street.
How Do You Get Past The Gatekeeper?
How frustrating is it when you have ideas to move your dream prospect out of Why Change? – but you cannot get past the Gatekeeper? Listen to this episode for advice that works.
Your Sales Process Doesn't Fit Anymore
The new way of selling is not about you discovering something that can move you forward in your sales process. It is the opposite. Your sales process is broken.
Fix Your Sales Process
To create the desire of buyers wanting to talk to salespeople is to make conversations super valuable again. Following a sales process designed in the 1990s leads to the opposite. A modern sales process needs:
- to make sense to us and the prospect
- to give you still control of the conversation
- while being aligned to the customer’s focus on their buying process
Listen to this episode on what needs to be fixed in your sales process.
Change 3 Fundamental Things to Become a Sales Champion
Do not expect a magic trick or watertight scripts that make prospects stick to you like glue. Instead, be ready for hard work. The changes you need to make are more fundamental: Deep inside, you need to change 3 things.
Take Your Buyer to New Heights
It is natural for buyers to look at price, products, services and solutions and any combination of these four. They want the best value for their bucks. For you competing at that level may not get you the business. Instead, focus on helping customers with the right strategic outcome. That will be the game-changer.
Take Pipeline Coaching to a New Level
Are you coaching “to close deals” or coaching “to help your sales teams get to the next commitment level”? Listen to this episode to learn how you can take pipeline coaching to a new level.