Buyers have changed - have you?
is it the end of the traditional sales role?
According to Gartner Research, by next year, 85% of interactions between businesses will be executed without human interaction.
Sales automation and chat bots are likely to diminish the value of the salesperson.
digital has changed the way we buy and sell
Gardner has projected the percent of job losses in sales by types of sellers:
- Order takers (transactional, socialiser, visitor): 33% job loss.
- Explainers (tactical, hunter, warrior): 25% job loss.
- Navigators (relationship, gatherer): 15% job loss.
where is the Best chance for growth?
Influencers – One who affects or changes the way that other people behave.
Individuals who have the power to affect purchase decisions of others because of their (real or perceived) authority, knowledge, or relationship.
Our influencer Sales training can help!
The New Path to Purchase
Today’s buyers want to research on their own – they don’t want to talk to a salesperson. So what are your options? Hope they eventually knock on your door? We think you can take some steps to position you as a valuable resource and business adviser. They will want to talk to you.
When they finally reach out to you – are you ready? Are you the first to respond? Do you make a fabulous first impression? Are you fearless in your approach to win their interest? You’ve worked hard to get them here, now keep them engaged!
Buyers today are stressed. The salesperson who can make the most sense of a solution will win. Have you been clear in what you can offer? Have you built a compelling case? Do you display the confidence you need to assure your buyers? All of this is what we cover in our Influencer Sales Training program.
What will you learn?
How will you learn? 3 different options.
We offer our program in a two day, onsite, facilitator led setting. We recommend a class size between 10-20 participants. Each class is highly interactive, and new skills learned are put into practice during the session.
We offer the same program in a four part web series. 90 minutes each week, online. We keep the class size to less than 20. We offer this program every month as an open enrollment session, or you can bring our web sessions to your own group or company.
We offer this program now as a bootcamp! It is self driven via eLearning. You will engage with our interactive modules at your own pace and time, and then you can join group discussions and engage with a coach for 45 minutes each week in a hands on workshop.
Some thoughts on sales from our blog.
What is bootcamp style learning? I learned this two years ago when I went to a coding bootcamp (and sucked for about five of the six months!). My modified definition is, frequent, short bursts of activity, that you can do when you want, when you have 15 or 20 minutes to focus on growing your brain. And then once a week, a small group gets together via the web to practice what they have learned.
Before you can find more customers, you need to know who your ideal customers already are. And not just know their names and their production, but who they really are. What are their challenges? How they are measured?How do you fit into their picture? Once you have a clear idea of who your very best customers are — then you can figure out how to identify and target others just like them.
If you do not have the time or interest in spending a lot of time learning useless apps, then I will share briefly here some reviews of some of the useful apps I have come across that simply help me, in one way or another, sell more stuff.
In my never ending quest to help salespeople automate whatever they can (because used wisely, it is always a friend), I thought I should bring up the concept of lead nurturing. Prospecting emails is one of the most popular topics in my training class, Influencer Sales. I cover some key points around how influencers prospect