Achieving an advantage in today’s business world is all about relationships. Partners will have greater confidence and comfort recommending a vendor sales professional who they believe will act in their customer’s best interests. There are a few key principles all partnering sales professionals can apply early on to establish rapport and begin relationship building on a foundation of trust.
PART 2 OF 6 - PARTNERTAP & ACHIEVEUNITE SERIES
The modern business buying process has changed. With more information at our fingertips than ever before, buyers are researching and developing their decisions long before they engage with a sales rep. It is reported that buyers complete approximately 57% of their journey before even speaking with a vendor. Sellers then face a prospect who has already begun conceptualizing a solution which puts them under pressure to build rapport, credibility, and trust and then to begin breaking ground with a prospect through thought leadership.
PART 1 OF 6 - PARTNERTAP & ACHIEVEUNITE SERIES
The trend toward self-guided business to the business buying journey has put prospects further out of reach from even the most skilled Challenger Seller. The good news is that another methodology can be used along with Challenger to address the hurdle of buyer access, resistance, and preconceptions. This methodology opens doors.
If you’re a salesperson that is bound by a territory it’s always difficult working with referral partners. Determining what partner to spend the most time with, what accounts you can target together, and what information you can share about your common accounts becomes an uphill battle. The uphill battle and time loss all stem from territories never lining up perfectly with your partners.
Have you ever had a person on your team do nothing while you were working your ass off? Did you want to see them get caught in the worst way? Recently a good friend of mine asked me what he should do about a person on his team who was slacking off. His dilemma was how to deal with the decrease in production due to a person who wasn’t even on his direct team.
With 8 selling days left in the year, the salesperson in you is different. During year-end you are not just a salesperson, you turn into a warrior. To a true warrior, it doesn’t matter if you are over your number, at your number or under your number. Reason being, sales warriors are at war for every last penny. When you are in the midst of battle, it’s easy to forget some of the basics. Here are 4 tips every sales warrior must have in their field manual arsenal:
My favorite quote as a leader was coined by Erica Jung. She said, “Everyone has talent. What is rare is the courage to follow the talent to the dark place where it leads.” I believe if you create a place where salespeople can find their way through the dark they will win every challenge they come up against.
Have you ever sat through a presentation and felt like the person who is presenting to you was just going through the motions? It’s like they were just pressing play and their brains were on autopilot. Well, it’s the same for your prospects if you are not having an active conversation. Chances are they are slowly turning into brain-dead zombies and they would rather eat brains than listen to you ramble on.
The most successful salespeople network well with sales professionals from other companies. Reason being, working a warm lead that comes from a partner is way better than working a cold call. Since no one wants one-way relationships with their network partners I will share 5 great networking habits guaranteed to get you more leads from your network.
The key to longevity in sales is to work smarter not harder. The people that do this are top performers, top earners, and find long-term success and career satisfaction in sales. I noticed that the people who stay current, happy, and grow their careers have some methods in common and we can learn from their example.