Trends for Every Salesperson

Every profession goes through changes, especially sales. A certain sales technique may have worked in the past, but that doesn’t mean it’ll work today. To be a top-performing salesperson today and in the future, you must continuously adapt to both market and social conditions.

There are several new business trends taking place—all of which affect salespeople in every industry. Understand what the trends are and how to maximize them so you can maintain a successful sales career.

YOUR PAST SUCCESS WILL HOLD YOU BACK.

People who are in sales long-term tend to be successful. However, success is your worst enemy. Being at the top and doing well means you’re just trying to keep up and meet demand. You’re not looking at future opportunities because you’re busy reaping the rewards of current ones. The old saying “If it isn’t broke, don’t fix it” should be reworked today to state, “If it works, it’s obsolete.” If you just bought the latest device, odds are that the newer, better version is already in existence and about to be released to the public. We must evolve to stay ahead of rapid obsolescence in business.

TECHNOLOGY-DRIVEN CHANGE WILL DRAMATICALLY ACCELERATE.  

While it’s human nature to protect the status quo, you have to understand that technology is changing the future, customers’ behavior, and your company’s reality. If you don’t change, you’ll be out of a job. As a salesperson, you need to embrace change wholeheartedly rather than resist and hold tight to the past. Spend some time thinking about where these impactful changes are headed. Change causes uncertainty in customers’ minds, so you bring certainty to them when you display confidence in change.

TIME IS INCREASING IN VALUE.

Time is becoming more important to people, because we have an aging demographic of Baby Boomers in the United States. Time gets more valuable as you get older because you have less of it. The world is more complex, with much more for people to do with their time. With so much going on, everyone is increasingly strapped for time. As a salesperson, make your customers feel that talking to you is actually saving them time. The list of time wasters is virtually endless, and these hurt your sales and profits. Prove that you’re a time saver and people will choose you over the competition.

WE’VE SHIFTED FROM THE INFORMATION AGE TO THE COMMUNICATION AGE.

Many salespeople rely on static marketing tools like company websites, flyers, and sales letters. These methods are a one-way interface. The better way is to have your sales messages be dynamic. For example, you could have a contest that encourages people to go to your site and enter. Instead of just telling people to buy your snack product, you can encourage customers to go online and vote for the next new flavor, getting them involved. The key is to generate communication, engagement, and involvement through your sales and marketing efforts. Don’t just hand out information; you want to listen, speak, and create dialogue to capture your prospects’ interest.

SOLUTIONS TO PRESENT PROBLEMS ARE BECOMING OBSOLETE FASTER.

Almost every salesperson has been told to be proactive by taking positive action. Unfortunately, you must wait and see to know if a certain action is positive. Instead, be pre-active to future known events. You need to look at your customer segment and identify what types of events you are certain they will experience, and focus your actions on what will be happening rather than on what is happening. Being pre-active also means that you change the way people think. When you put out a new product, it takes a while to catch on because you’re not actively changing the way people think about how the product can be used. Constantly educate your customers on the value you and your products or services offer.

THE VALUE YOU BRING TODAY IS FORGOTTEN FASTER.

Sell the future benefit of what you do. Most salespeople sell the current benefits to customers who already know what they are. Your goal as a salesperson should be to establish a long-term, problem-solving relationship with customers, not a short-term transaction. Your most profitable customer is a repeat customer, so help them realize the long-term benefit of your partnership. Show them how the products and services you offer will evolve with their needs by selling the evolution of your products and services. Sit down with your fellow salespeople to create a list of future benefits that you have for your customers, and then get an idea of where the product and service developers are heading to think of future benefits preemptively.

SALES SUCCESS FOR THE FUTURE

The more you understand and adapt to today’s current business trends, the better your sales will be—today and in the future.

Are you anticipating future trends in your sales career? If you want to learn more about the changes that are ahead and how to turn them into an advantage by becoming anticipatory, pick up a copy of my latest book, The Anticipatory Organization.

Pick up your copy today at www.TheAOBook.com

Move Your Organization into the Communication Age

For the last several decades, we have been working hard at helping our company become an information age organization, finding new and better ways to distribute and display information. Having 24/7 access to email and web sites via our mobile devices, it’s hard to find any area in an organization that doesn’t provide access to information.

We receive more information than we can keep up with. Between numerous collaborative tools, memberships to multiple informative groups, subscriptions to paid and free information funnels, and being subject to mobile advertising, we’re literally drowning in information.

We must propel our organizations into the communication age to reach the next level of organizational excellence and to solve information overload.


Informing Versus Communicating

Informing is one-way, static, and seldom leads to action, while communicating is two-way, dynamic, and usually leads to action.

Ask yourself, “In our organization, are we better at informing than communicating?” The majority will answer “yes.” If you can’t communicate internally with your staff, how can you communicate to anyone externally? Do not stop informing people; start tapping into true communication. When you focus on maximizing two-way communications, you can create a communication age organization.

Fully embracing the communication age doesn’t erase the information age. You don’t want to erase the past; you want to move forward into the future. The “new” opens more options to innovate and lead. We did great at evolving into information age organizations, so we should move forth into the communication age in a similar fashion.


The Right Tool for the Job

Ironically, we have all these fantastic communication age tools, but we use them in an information age way due to our residual information age mindset. It’s time to learn how to use these tools in a way that advances the organization and promotes both internal and external communications. Here are suggestions that can help move your organization into the communication age.

  • Know and learn how people communicate.

Not everyone communicates in the same way. It’s common for some to not return voicemails but return text messages. Likewise, people in different generations prefer different communication tools. The key is to understand how people like to communicate. People tend to use the communication tool they’re most comfortable with. Also, ask the other party how they prefer to receive communications. If your goal is to elicit some sort of action, you have to communicate in the manner that will allow the other party to respond.

Just as people communicate differently, they also learn and absorb information differently. Some people would rather listen to a book than read it. Knowing this, it is safe to assume that person would likely prefer voicemail over email. A person’s learning style mirrors his or her communicating style. Deliver the message in a way that ties into their learning style.

  • Get social inside the organization.

Social media is all about communicating and informing. Before social media, the internet was solely for informing. Because of this shift to informing and communicating, it has been rapidly embraced by young and old alike. Companies should consider using these communication tools internally. Many social media platforms are great ways to connect employees across departments, regions, and countries. You can even have your own internal version of these popular social media platforms.

Reframing the use of social networking allows companies to increase communication, collaboration, problem solving, and competitive advantage with little cost. These tools are free or nearly free, making them accessible to organizations of any size. Embrace these tools and utilize them to enhance your communication of information that generates action and response.

  • Create community.

Two types of online communities exist: communities of interest and communities of practice. A community of practice is a professional type of community where members share their knowledge and best practices.

A community of interest is an environment where people share similar interests or passions. You can even get granular when it comes to communities of interest to filter information. Perhaps you narrow down your car community to one that only includes people who drive a Dodge Challenger SRT Hellcat.

In your organization, you can set up virtual communities of practice in order to get people communicating ideas and sharing knowledge and expand it to diversify communication. For example, establish a community of practice for all the CEOs in your industry, which opens up the communication channels for enhanced dialogue and innovation industrywide.


Embrace the Future Today

These suggestions are aimed at improving communications rather than merely providing more information. You need to ask yourself how your organization can use these tools not only internally but also with your customers to enhance information and add communication.

Using today’s technology in a way that opens a meaningful dialogue will move your people to action and advance the organization to new levels of success.


Ready to see the future and plan with greater confidence?

Pick up a copy of my latest bestselling book The Anticipatory Organization. I’ll pick up the cost of the book if you pick up the cost of FedEx shipping. Go to www.TheAOBook.com to get your copy.