Sales of the future
“If you don’t listen, you won’t sell.”
Caroline Marland
Caroline Marland
It is no longer enough to have a good product. Rather, sales is about three important skills: relationships, conversation skills and specialist knowledge. The most important thing is that a salesperson finds out what the other person really wants. A customer only hears what really interests him. The trick is to understand what additional benefit or emotional value he associates with it. In a world of interchangeability, no one buys just a service or a product, but also a feeling about the offer and the seller. Long-term customer loyalty arises when every employee understands that they are an important part of the sales process.
Sales as a process
01. Courage to develop
Determine the starting point
An offer is worth something if it is clear where you stand and where you want to go. It won't help if we recommend something across the board at this point. A broader look at other industries or companies does bring about possible new approaches. But what works great for one person can be completely wrong for another. So let’s work out what situation you find yourself in.
02. Perceive the environment
Objectives and basics
The first step is about understanding your customers. Who are they actually? What do you want? What do you have that can convince them? And where do you reach them?
03. Steer the train
Communication & address
You now know the who, the what and the where. The how is still missing. How do you manage to convince your customers right from the first contact? How do you keep them long-term? The possibilities of communicating with customers are like a potpourrie. Depending on your initial situation, other topics and skills may be important for you. While some people are wondering how they can address customers online in the future or get their sales team ready, for others it's about basic questions about how to address customers by phone or email.
04. Integrate experience
Organize sales process
Now it's time to implement it. There are many ways to communicate with customers. They partially overlap. Which steps make sense and are necessary? How do you connect the individual paths so that synergies can arise? How do you manage to involve each of your employees in the sales process?
05. Get started
Train and internalize
Everything you need to make sales successful is now done. Or not? Every innovation and every change is only experienced when it is internalized. In order not to fall into old patterns of action from the “before”, it is important to practice continuously. We train you and your employees until everything runs smoothly. Because what is easy is made easy.