In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. This may seem a daunting task in today’s climate but it’s necessary.
In this episode, we talk to Jeremy Miller, the founder of Sticky Branding. His experience in moving through recessions with the family business, and with his own brand, prepared him for the economic downturn that resulted from COVID. Jeremy helps other businesses turn it around and in many cases, launch even better.
Reach out executives
The pandemic leveled the playing field for all – every sales rep and even the executives are going through the same experiences together. Almost all businesses are in a state of change as they push the threshold of what they’ve known as common business practices. They’re having to relearn where to listen. Sales reps are equipped with the right knowledge. They can speak with executives and will see success despite current industry standards.
Bring value to the executives
There are three ways to sell:
- feature benefits selling
- solution perspective selling
- provoking the customer
Jeremy suggests that the last one is the best approach today as businesses right now are changing. As a sales rep, ask yourself, “Who needs the expertise of our company most right now?” Approach your customers with the question, “Who in your organization knows about the need first?” Ask them what their problems are and offer them a solution.
The business executive team should be looking at the market and asking the important questions: Where do we play? How do we win? What are the issues that our clients are facing?
It’s a team effort
Have a team meeting that talks about the value proposition and the sales efforts on a weekly basis. Make it a dedicated meeting and discuss how you sell right now. What are the shifts you are making as a company? Talk about the strategies that work and get feedback from everyone on the team.
Sales is the sharp end of the spear when it comes to business development. The organization must learn to adapt to the trend and make the necessary changes to have a competitive advantage. Sales teams thrive to keep everyone in their organization from getting laid off.
“How to Reach Executive Decision Makers, and Why They are Listening Right Now” episode resources
Follow Jeremy Miller on LinkedIn now to learn more.
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