Jill’s newest sales book, AGILE SELLING, was released earlier this year and was the target focus for this podcast interview. The main things that Jill does in her book is teaching salespeople how to succeed in a constantly changing sales world.
Jill is also a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts. Jill has worked with companies such as IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms. She is an industry thought leader and sales expert.
Here are some of the major takeaways from our discussion:
Recognize that your clients and prospects may not be an expert in your industry, product or service. It becomes your moral obligation to clearly provide vital information to them that they don’t know. In essence you have to think one step ahead and lead them.
Prepare an agenda for your meeting with your prospects and clients. This will help them to recognize you as a professional and also provide for an easy way for them to build trust in you.
One thing many buyers are making a decision on is their relationship with the salesperson. Today it is not about your product or service, it is about truly understand your buyers!
The more you know about your buyers, the processes they are using, the financial matrix they are using, the goals that they have etc. the more effectively you will be able to provide value to the seller with the ideas you bring. Understand that your buyers are busy and they want to work with people who can think for them without them doing all the work.
If you are having a tough time as a seller, you must be brutally honest with yourself and evaluate where you are having challenges. Whether the challenges are you can’t get second appointments, you are having trouble finding your idea clients etc.
Executives feel that less than 15% of sellers are prepared for a meeting. Only 7% of these executives will schedule a second meeting.
Learn to “borrow the brain of others”! This principle allows you to think like others!
Sellers need to LEARN FAST! Be an idea person for your client.