Selling; Moving Forward after the Boom
Forget what others might say, selling wasn’t easy during the boom. Competition is always fierce. Even during the boom, companies still needed to put forward the most attractive proposal. Attractive, because the cost was right, the solution reflected the need, the quality would ensure lower operating costs, and less frequent maintenance. And it certainly took really good salespeople to win this business.
But, ask yourself, what particular sales skills were needed during the boom?
- Are the relationships you developed with your customer-base the same now? Or, have they changed to reflect a new business environment?
- How important was it for you to be able to sell against lower priced competition?
- Could you point to your company’s longstanding reputation for quality or did you need to ‘sell’ the quality of your product?
- Did your brand alone, protect you from ‘cheaper, Asian-manufactured products’?
- Did you need to source new business? Or, did it come to you?
- Did you need to sell across the range of products your company sold. Or, were you able to achieve your sales targets with just the major line items?
“We hang onto our behaviours harder than a drug addict holds onto his stash ”
In every business salespeople continue to visit customers and prospects, build relationships, offer competent advice and present compelling solutions. But now, with less success. We can’t ignore the fact that there’s less business out there, but we can focus on winning that business that is available.
First, this training session has been designed for experienced salespeople, who are determined to refresh fundamental sales skills. Second, because there are changes in strategy in play, some of which are quite subtle, the course will provide proven models from the field of psychology to help tomorrow’s salesperson move ahead of the competition.
What’s New & Refreshing
Behavioural Economics; Like all revolutions in thought, this one began with anomalies, strange facts, odd observations that the prevailing wisdom could not explain. Casino gamblers who are willing to keep betting even while expecting to lose. People say they want to save for retirement, eat better, start exercising, quit smoking and they mean it, but they do no such things. Victims who feel they’ve been treated poorly exact their revenge, though doing so hurts their own interests.
The ways in which alternatives are framed not simply their relative value, heavily influence the decisions people make. So say Nobel Prize winners in Economics, psychologists Daniel Kahneman and Amos Tversky who published “Prospect Theory: An Analysis of Decision under Risk”.
There are lessons for today’s salespeople in Behavioural Economics. BE will help you present your ideas more successfully and ultimately win more business.