How to stay relevant in the world of modern sales

  • Written by News Company

Anybody who works in a modern corporate environment will tell you that the face of sales is changing rapidly. The days of cold calling and formulaic selling are increasingly a thing if the past as sales team shift their focus increasingly from tactical selling to strategic selling. In short sales is now about building relationships and solving problems and not just about selling a product. Granted, products are still needed, but increasingly they are the domain of reps, rather than sales people. To be good at sales in current times you need to be able to provide bespoke solutions. Here are a few tips to help you improve your hit rate and to close more often.

Don’t go on about yourself

It is great to be proud of your company’s achievements and partners, but the truth is potential clients are more interested in hearing what you can do for them, not what you did for somebody else. If you are already in the room, then you have already do enough to pique their interest, so keep the introduction of who you are short – there is no need for a long and tedious Power Point. A video is often a good idea. A Google search for a phrase like ‘corporate video production Canberra should provide you with the results that you are looking for and you can take it from there. A succinct video, two or three minutes long, looks good and is a great way to start the meeting off.

Listen lots

The old saying that a person has two ears and one mouth and that they should use them in that ratio is very pertinent in the world of sales. Don’t talk too much, listen! The goal of a strategic sale is to solve a problem and to provide a high value solution. In order to do that you need to know what the problems are where you could provide a solution. If you are so intent on selling what you have got that you don’t hear what the client needs, then you are never going to close anything.

Ice to Eskimos

There is an old saying which suggests that a good sales person could sell ice to Eskimos. Sadly, many people thing this is true. The reality could not be further from the truth because good sales people seek to create repeat business, to build relationships and to solve needs for their clients. By selling ice to an Eskimo all you are going to end up with is a single sale in an already cold and hostile environment.

Take what is on the table

Be aware of not trying to over sell. If there is an opportunity on the table that is there for the taking, grab it with both hands. And then take a long-term view. Close one deal and deliver and then come back for more. Too often the quick win is lost or glossed over because the sales person wants to push for more. Remember, sales is about building relationships and making yourself an indispensable partner, this is a process that happens over time. If you are too pushy or all over the place the message and the opportunities are obscured and somebody else will win the deal.

Lyst, the world’s biggest online fashion site

Everyone’s dressing as Eleven (or Barb) for Halloween Lyst, the world’s biggest online fashion site, is calling this year’s most popular costumes based on global search and sales data.   There’s still a month to go until Halloween, but the savviest shoppers are already sourcing their costumes o...

Read more

Three services which are better online

With technology becoming an increasingly ubiquitous part of life, we see more and more of our everyday activities finding their way online. Certain things you may still want to do face-to-face, the old fashioned way for that human touch–like seeing a doctor, or psychologist, but there are some activ...

Read more

Navigating Cold Weather in a Campervan

Loads of people love the idea of cruising through the great outdoors with the family, but hitting the road in a campervan in frigid winter is a little daunting. However, there are plenty of pros to this mode of travel in conditions others would shy away from. Tasmania is regularly the place of cam...

Read more

Three Top Tips for Increasing Your Monthly Income

Living hand-to-mouth can be a real struggle. No matter how hard you work, or how much effort you put into impressing your bosses, your income simply doesn’t leave enough left over at the end of the month. Yes, you might earn enough to just about get by, but you don’t have the cash necessary to splas...

Read more

How Technology Has Impacted the Currency Markets

Technology has fundamentally changed our world. This fact is inarguable, and it’s a reality that we can see everywhere that we look. In today’s society, everything from dating to keeping in touch with friends, shopping, booking gym classes, and even ordering prescriptions can be done online, negatin...

Read more

5 things to consider when picking a realestate agent

A lot of people have made mistakes with the decision about which realestate agent to entrust with the sale of a property. In any realestate transaction, the cost of making a poor decision about which agent to use can be very painful to a bank balance. Anyone who is looking for realestate to buy, ei...

Read more

Healthy Food Partnership set to save plenty of Aussie lives

The Healthy Food Partnership – to have its inaugural meeting in Canberra today – has the potential to save thousands of lives by improving the health of Australia’s food supply, Heart Foundation spokesman, Rohan Greenland, said today.   The Healthy Food Partnership – convened by Rural Health Minis...

Read more

Christmas Cheer Can Last the Whole Year With NSW's Event Ticket Gift Guide

This Christmas, avoid the frenzy of last-minute Christmas shopping and give loved ones an unforgettable experience with tickets to one of the many blockbuster events taking place across Sydney and New South Wales. As Australia's home of sports, arts, culture and food and wine events, Sydney and reg...

Read more