June 2022

Mohammad Anas Wahaj | 29 jun 2022

Selling is an evolving art and it has become more challenging to connect, convince, engage and build relationships with the tech-savvy and freedom prefering consumers when they embark on their buying journey. 11 members of the Forbes Coaches Council have experienced advice for salespeople for success in 2022 - (1) Merge The Old With The New (Divya Parekh, DP Group): 'It is critical to know current market trends and become familiar with how people think and act...The goal is to help your customers find a solution to their problems. This allows customers to see the value you offer and create trust...' (2) Become A Trusted Advisor (John Lowe, Ty Boyd Inc.): 'To become a trusted advisor, a rep needs to leave their sales baggage at the door...People don't want to be sold; they want you to help them make a decision to buy.' (3) Utilize In-Person And Social Selling Platforms (Antonio Garrido, Absolute Sales Development): 'Follow a successful "hybrid" sales and prospecting process which includes remote/virtual as well as in-person selling...Follow a behavioral plan, and hold yourself accountable for it. Ask for feedback and critique. Become a lifelong learner.' (4) Ask Good Questions And Actively Listen (José Luís González Rodriguez, ActionCOACH): 'The most revolutionary selling technique is the Socratic method...The most professional sale is the one made by the client...' (5) Connect With Your Customers' Values (Natasha Charles, Intuitive Coaching w/ Natasha Charles): 'Your customers desire a personalized, customized experience...' (6) Understand How People Think (Chuen Chuen Yeo, ACESENCE Agile Leadership Coaching and Training Pte. Ltd.): 'Don't rely on tactics that manipulate clients...Think about winning ambassadors, not customers. Connect with curiosity and have the real intention to serve.' (7) Build Honest Relationships With Customers (Michael Thiemann, Strategy-Lab™): '...Remember that customers are less interested in the product than in the result. Your product may only help solve part of their problem; help them solve the other parts too.' (8) Build Relationships The Old-Fashioned Way (John M. O'Connor, Career Pro Inc.): 'Take someone out to eat. Invite them to a talk. Send them a thoughtful, handwritten note with an article in it that you cut out of the newspaper or a magazine...Try to focus on building a more personal relationship and not so much on making transactional sales.' (9) Be A Presence Of Honesty And Integrity (Natasha Ganem, Lion Leadership): '...The only thing they need to sell is a good relationship. Get good at being in a community and in relationships with people in meaningful ways, and then sales will follow.' (10) Help Customers Avoid Pain And Gain Pleasure (Csaba Toth, ICQ Global): 'The highest level of influence is when somebody can connect their message to the other person's highest values and vision in a language they understand. Otherwise, the message gets lost, and even if the client needs a service or product, they would not want it...' (11) Seek To Understand Before Offering Solutions (Bryan Powell, Executive Coaching Space): 'Meet your clients where they are. In today’s environment, it is imperative for the "modern salesperson" to develop a curious mindset and seek to understand before offering a solution...' Read on...

Forbes: 11 Essential Tips For The Modern Salesperson In 2022
Author: NA

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