I believe the next step for sales is to move into what I call
marketing logistics. – MeMark
Most customers have life challenges; the best way to increase your sales is to provide your products and services as a solution… selling is an easier topic to write about than it is to execute. Too many people write about the idea without providing guidance on how to get from where you are today to selling product through the many services available.
Let’s approach it from a different angle than the traditional approach of “my sales team needs training” – customers don’t respond to training because they have established behavior patterns and simply hearing new facts isn’t enough to change behaviors (especially people in the sale profession). We generally stick with what we’ve been doing until we are forced to change or run out of customers.
So how might we change the ingrained behaviors of your sales team to sell more than just the next item or service that presents it self to them…
“If you want to teach people a new way of thinking, don’t bother trying to teach them. Instead, give them a tool the use of which will lead to new ways of thinking.” – Buckminster Fuller
What tool could we give your sales people to help them think differently about selling?