In the April 2013 Issue of the Trust Triangle Selling Newsletter I shared with you the story of my in-laws Peg and Bob, trekking to the Apple Store with the goal of buying two new iPhones. You will recall that their "genius" Jared decided NOT to sell them two new phones but rather upgrade the iOS software on their current iPhones. Jared took time to help them download the new software and tune up their phones.
Do you think that Jared did the right thing? After all, he had a quick sale likely for two new phones. Why didn't he close the deal? Simple. Jared did not think of himself as a sales person. He considered himself a true consultant dedicated to the long-term success of his clients.
Peg and Bob visited the same Apple store last week and purchased two new iPhones and a MacBook Pro. It is important to note that neither Peg or Bob ever previously owned anything but Dell computers. When I asked them why they invested in Apple products I bet you can guess what they said: "The experience of working with Jared and the other 'sales people' at Apple was so positive we just had to go back."
No wonder that when it comes to retail sales the undisputed king is Apple. In fact, based on the most recent reports, Apple stores' sales per square foot is approximately 100% higher than Tiffany's, who is number two on the list.
Two weeks ago a Wall Street Journal article outlined how BMW is making major changes to the way it sells and markets its high-end automobiles by taking a page out of Apple's playbook.
WSJ reporters Christina Rogers and Joseph B. White reported in their Feb 19th, 2014 WSJ article entitled BMW Tosses Sales People for Geniuses that BMW's new program could mean "fewer sales people and fewer cars on showroom floors, and more information delivered through video displays and by employees who are "definitely, definitely not salesmen." They went on to report that the stores will include many "product geniuses" and that consumers are growing increasing impatient with "20th century sales approaches."
- Apple gets it.
- BMW gets it and is changing.
- Do you get it?
- When are you going to change?
- What are you doing to change?
Simply put, if you are selling the same way you did last week, last year, or five years ago you are about to be disintermediated by the new world of selling. The new world is one which requires a new highly-consultative and strategic approach to selling. See, for example, the Trust Triangle Selling methodologies which use internet-based tools to drive efficiency and effectiveness in selling.
These days customers don't have an hour to sit down with you. They may have ten minutes to review a document or case study with you via screen share. Most screen share programs are a huge hassle for your clients to use. Join.me is unique in its simplicity. There is no software to download. And you can customize the url that your clients use to share your screen. I use, for example, "Join.me/DanielAdams." There is a new feature that allows you to record your call. Use the record feature for an added level of professionalism and follow up. Please understand that I have no financial interest in Join.me. It is just one of many useful technical tools that can be used to drive customer trust and success. Other great tools would include: Skype, LinkedIn, Prezi, Clearslide, SF.com, Sales Strategizer etc. Get busy now!
