As January is traditionally a time of change, why not throw out those outdated methods of selling and try Sales 2.0?
Our new "Changing the Game" pill explains why focusing all your energy on sealing the deal is counterproductive.
Old-fashioned 'push-style' selling is ineffective because the buyer is seen as an adversary to be overcome, which doesn't
necessarily result in the best solution for them. This means the buyer can feel cheated or misled by their purchase and
won't buy from you in the future. Using the Sales 2.0 system, the customer will come back time and again.
Instead, you should work to understand the buyer's priorities and needs, creating a continual dialogue and a
strong relationship.
Take this pill if: You focus all your energy on handling objections and sealing the deal, rather than
listening to what the buyer actually wants.
Make a resolution to get into SHAPE. Our new SHAPE pill contains a Sales 2.0 questioning system that will enable you to gain
the trust of a potential buyer. Surface, Hunt, Align, Paint and Engage questions are designed to encourage the buyer to open
up about their company's priorities, whilst involving you in the next steps of the process. Mastering the SHAPE system is
the difference between a good salesperson and a great relationship builder. Familiarising yourself with the SHAPE system
maximises value that you give to your buyer at every interaction.
Take this pill if: You want to put Sales 2.0 into practice.
Looking for a relationship in the New Year? We might not be able to find your one true love, but we can help you form a
meaningful relationship with your client! This new pill examines the most common business relationships you might find yourself
in and how you can move them in the right direction. Does your client only come to you as a last resort? You're in
an "ad-hoc" relationship; try to discuss issues outside the current project, and how you could improve the service.
The ideal situation is to be seen as a 'partner', where your clients come to you for advice, and you are seen as a trusted
source of services and products.
Take this pill if: You're not getting the best out of your current relationships.
Do you respect your clients? Do they know you respect them? Sending the right signals is a key element of Sales 2.0. Let the buyer drive the content and length of the discussion. That way you demonstrate that you are listening instead of riding roughshod over their concerns. Only talk about your offering when the buyer asks you, and only if you have developed a good understanding of their needs.
Take this pill if: You want to know how to show clients you can meet their requirements.
Skill-Pills are now even more accessible! They're now all available to download as mp4 files, which you can watch on your iPod and iPhone. Simply click on the iPod symbols underneath the video you wish to download and then transfer it to your device. You'll find all our Skill-Pills, including the recently completed "Claw Back Control", "Develop Fuzzy Vision" and "Take Control - Make Choices" ready for download.
