Today you can have a product so good as to revolutionize the lifestyle of thousands of people and despite that, you can’t sell it as expected: “Sellers are lazy. In this country it is impossible. Customers only look for price. I’ve tried everything with the sales force and nothing works with them.”
What is actually happening is that the current sales training systems and methods are paradoxically out of date. As a result, failure has become the predominant theme at the business lunch, as they are still looking for the “lucky one” who has two good salespeople in their company, since it is common to get one in a group of ten salespeople. If you belong to the luckiest group of entrepreneurs, each month you find yourself closing 15% of the opportunities that you could be closing if your sales training was consistent with today’s consumer. In other words, you have a money leak of 75% of your sales opportunities, which is to say triple your annual income. It is the difference between companies that grow and are sustainable, and those that in less than 10 years we will not know more about them.
IT’S NOT YOU, IT’S THE CONSUMER SOPHISTICATED AND THE METHOD YOU USE
Have you ever thought that your “buyer persona” knows more about your product than you do?
What I’m telling you is that today’s consumer only has to activate the screen of their phone to be aware of everything that your competition has to offer. If we add to this that, if they are interested in a product or service similar to the one you offer, they will spend a few minutes a day investigating everything the market has to offer, more than a consumer, your ideal client can even teach you about your product.
This is called a sophisticated consumer. He is a client who is in phase five of knowledge and will never allow you to sell him a nutritional supplement with which he will lose twenty kilos in fifteen days and without going to the gym! This consumer needs you to put on the table the evidence of what you are saying. That is, that you talk to him about science, tests, results, chemical compounds and the latest discoveries about them and above all that you focus on “knowing him” and knowing about him as much as he knows about your product to discover how to help him and that you are “the preferred option”.
Are you beginning to understand why it is so difficult for you to sell?
Each teacher with his little book = each salesman with his mandeverything – the mistake that can lead you to bankruptcy
Answer me honestly: Do you know the method of your sellers? The answer is “no,” because every salesperson or business consultant you pay a generous salary to has their own method. This mental emancipation is excellent for the artistic field but when we talk about sales, we must be very strict about it and only adopt proven sales methods with today’s consumer. If you use methods that have expired, your result will be stagnation.
Most sales coaches or trainers train with a method that works in a world that no longer exists. Then the vicious circle starts again, now stronger than ever: high sales turnover, low sales and insufficient customers.
Don’t get into the vicious circle! End the amateur or “defeated” methods. If you want to play in the big leagues of sales, you are going to need training that does much more for your salespeople than give them that “initial push” to start selling; you’re going to need current, realistic and scientific training designed to turn your salespeople into sales sharks and your best customers into “fans addicted to your business.” The future of your company is at stake and what you do with your business engine will mark the flourishing or “commoditization” of your business.
New Business Generation Consultant
Source: Ambito
