Who needs to change – buyer or seller?
Who has noticed that the sales landscape is changing at an accelerated pace and has no intention of slowing down?
Have any of you figured out what is going on yet?
Is customer loyalty really down?
Are sales cycles either nonexistent or getting even longer?
Are boardroom presentations being tweaked more than ever to ensure the edge?
Have gatekeepers had some form of combat training?
Do contacts suddenly go AWOL ?
And I wonder if you are being told to work harder, make more calls, try different tactical approaches, manipulative tricks and even lower your price to get the business. I wonder if you are curious as to what has hit you in some instances because what worked last year just isn’t working this year.
The problem is not you or the sales cycle – they are just symptoms of the real problem. One of the problems is that the buyer is no longer the buyer of yesterday, no longer the buyer that our traditional sales training was based on, and no longer the buying cycle we are used to.
The salesperson of today needs to do three things:
- Focus on how to evolve into this person who has relevance and enjoys thinking and communicating as a peer with his customer
- Focus on how to educate both himself and his customer and position himself as a true person of influence helping make the complex simple
- Focus on how to execute different, fresh, insightful approaches that allow him to still consciously sell whilst have the customer choose to buy.
The gap between the salesperson who is invited to stay and the salesperson that doesn’t get an invite back is widening on one hand, yet so very narrow on the other hand.
Think laterally. Position exclusively. Sell consciously
Be Bold, Brave and Brilliant
Bernadette McClelland is a Keynote Speaker whose message for businesses, sales teams and associations is based on mastering 'absolute certainty in an environment of absolute uncertainty'.
Her signature keynote 'ABSOLUTE CERTAINTY - FINDING YOUR BRAVE' is ideal for those environments looking for fearless leadership, shorter sales cycles and higher performance.
Her business, 3 Red Folders is a sales force development company headquartered in Melbourne, Australia designed to create sales centric cultures through sales strategy, process and psychology.
She is an award winning speaker, coach and author having proudly coached Harvard MBA students on their sales enablement curriculum, been the Master Asia Pacific coach for Anthony Robbins across twelve countries, authored five books on leadership and sales transformation, won a coveted Telstra award for Business Excellence, recognised as one of the Top 35 Most Influential Women In Sales globally and continually shares her ideas around behaviour, the brain and business growth on stages in the UK, Europe, Thailand, India, NZ, Australia and North America.