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This is one of my favorite questions to begin a purposeful sales conversation....and I like what I've been hearing. It looks like we're finally seeing the bounce after hitting bottom last year. Business activity and sales have been increasing since January 1st and many sales professionals are much more optimistic for a stronger year.
But while 2009 is over, the sales world it created remains. And the two things you need to know and remember if you are going to make 2010 a great sales years are:
- Business will never be the same.
- You can't go back to selling the way you did in the past
 Clients have been in budget conscious mode during the past 12-18 months and will continue to do so. You will have to be a savvy, skilled sales expert who builds a case as to why businesses should invest in your solutions, rather than buy more products & services. Yes the recession may be over, but you will have to work much harder to earn every sale and meet your 2010 targets.
During our January webcast, "Sales Strategies and Trends to be a 10 in 2010" we took a poll. More than 75% of respondents said their sales targets have increased, with 40% indicating a 10% increase or more. Not surprisingly, 75% told us their budgets remain the same as last year or have been cut! This is proof that you have to be become much better with your sales skills to achieve your increased sales targets. You have to be faster & better than your competition - to get a larger portion of your client's shrinking pie. So when you get the opportunity to meet with clients and prospects, they don't want sell and tell presentations, anymore. Instead you need to create more "purposeful sales conversations." A Purposeful Sales Conversation is an interactive dialogue. Rather than a one-way presentation, this process lets you explore, collaborate and co-create solutions with your client based on their current challenges and goals. Instead of pitching your client, you're coaching them towards a solution. And instead of making feature/benefit statements, you're asking thought provoking questions that get to the heart of your client's situation and goals, so you can lead them towards the products and services that are relevant to and customized for them.
How will you create more purposeful sales conversations to achieve better sales results?
Join us on Friday, February 19th for our complimentary webinar "Purposeful Sales Conversations" (click the link for more information or to register) and I'll share some of my strategies and secrets on how to create more purposeful sales conversations that will lead to better sales conversations, more opportunities and increased sales. This is a great opportunity to get other people on your team excited about 2010, so pass this email along and encourage others to join in and become consultative sales experts.
Click here to Register today. Space is limited.
Lisa Leitch
Strategist, Speaker & Coach
Teneo Results Inc. |
