4. Focus on the customer’s buying process, not your selling process. According to Richard, Ruff, Principal at Sales Momentum, “There are a number reasons why this is important. First, with all of the information available to customers by the time salespeople are engaged in the customer’s buying process, customers are often half way through it. Second, the buying process in major accounts is no longer linear. The problem may be redefined several times during the buying process or negotiation may begin before the nature of the solution is finalized.” In 2014 the challenge will not be about doing a better job learning and following your sales process; it will be about understanding how to adapt and redefine it in real-time. It is becoming increasingly important for salespeople to engage the customer where the customer is in the buying process. This requires bring flexibility and adaptabilty when implementing the sales process.
5. Get good at team selling. Salespeople alone will not be able to provide the required levels of knowledge and insights to meet the customer’s emerging expectations. The lone salesperson will increasingly be replaced with the sales team. “Team selling provides new challenges to salespeople. A sales team is more than having three people in the same room at the same time. Successful team selling requires salespeople to learn new skills, like: how to leverage scarce internal resources, how to manage sales teams, and how to plan and execute team sales calls,” according to Janet Spirer – Principal at Sales Momentum.
Copyright©2012 Vocus, Inc.
All rights reserved