Solving customer needs are core to any business. For your organization to achieve success, you need to understand what’s valuable to your customer. Let’s talk about that in this episode.
David Priemer worked with Salesforce. He oversaw how sales machines were created operationally and culturally. He realized that people naturally love to buy things but they don’t like speaking with salespeople. David aims to combine his experience as a salesperson and research scientist with the curiosity-based approach to help make sales better for all.
Sell the way you buy
Modern selling and buying have changed dramatically over the past 5-10 years. With the advent of social media, people no longer have the mental bandwidth to care about everything equally. Salespeople often use the same tactics that worked 10-20 years ago and that can be disastrous. Salespeople must step up and use modern approaches to connect with buyers as they become more driven, skeptical, and information-rich.
Let go of closing tactics
Many sales reps tend to default to out-dated closing scenarios that corner people into buying their products. They push people in making purchasing decisions without considering and understanding customer value. Instead of forcing people to purchase using generic and scripted methods, use personalization. Reciprocity is more likely to occur when you put in the effort of doing homework before reaching out to prospects.
Unconscious selling refers to people who are executing certain sales tactics because someone told them to and they don’t always work. Sales reps must be curious and understand why the sales approach is perceived and knowing why a particular pitch worked or didn’t.
One solution is to identify the enemy – what are the challenges your customers face? Understand what your customer values. Tap into their emotions because this is how people connect. Sellers are the solutions to pain points and when we solve problems, we put ourselves in a position of credibility. Don’t lead with the solution, lead with the problem, and be indispensable.
“A Simple Exercise to Understand Your Customers’ Values” episode resources
Connect with David Priemer in LinkedIn and check out his book, Sell the Way You Buy.
Speak with Donald if you want to hear more sales stories. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.
This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. TSE helps new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.donaldk4.sg-host.com/closemoredeals also call us at (561) 570-5077.
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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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