The impact of the pandemic has changed the frontier of sales. We are not in normal times and to put it bluntly, the revenue cannot wait!
The customer must be served and the revenue must be gleaned at every opportunity.
Is your salesforce ready for today’s market and for the new realities at sales especially the way competition has become fierce characterized by swift brand switch?
For how long are companies going to continue doing the same scripting at sales, copy-cat trends at marketing with zero sales alignment and overloading their salesforce with heavy-duty targets without the commensurate ammunition through Sales Performance training?
If the times call the shots, then businesses (large, small or start-ups) must be ready to re-tool their sales apparatus and empower their Salesforce through cutting edge techniques to be able to access tomorrow’s revenue today and make congruent plans for harvesting the valuable market.
Exploring further with Salesforce readiness, our field observations and intelligence gathering consul revealed the following insights:
Firstly, customers are speedily switching to competition since the freebie and discount offering have become unsustainable. Also, the current product-orientated approach to sales is not working.
This is simply because customers are coerced to buy volumes not based on their true potential and expected growth hence, they are unable to sell and end up with expired products on hand.
This approach does not only lock up the customers’ valuable investments but ultimately turns the customer into a storehouse and not a sales point. It is inorganic for your salesforce to keep baiting the customer with discounts to buy more when they don’t understand how to help move the stock that has already been bought. How far can businesses go and grow by this approach?
Secondly, we also observed from our interviews that most sales teams coerce customers to make large orders (services) without ensuring commensurate consistent payments to the business.
The maxim of “not everyone is your customer” lends itself to this point. We often hum this maxim during our Sales performance training sessions. The truth and reality are that everyone out there may be a potential customer but not your customer.
The maxim also helps us to qualify our sales process by observing the reality that we want paying customers not ordering customers. And the earlier sales teams of companies align their sales process to the veracity of this maxim, the better it will be for their revenue generation matrix. More critically, your customers must fit your vision and your sales strategy with a balanced focus on the industry or sector you operate in. So the question to pose is this: “Do we want paying customers or ordering customers?” Yeah, exactly my point. We want customers who pay-up for goods and services ordered and not customers who are coerced to buy more without paying.
Fundamentally, we all would love customers who can pay for the goods and services offered to them less we become a storehouse that accumulates irrecoverable debts. We all would love customers who would help visions succeed through loyalty, repeat business and increased referrals.
It is obvious many businesses will shy away from customers who are disloyal and self-serving. And to be fair, it is usually the mundane tactics and blunt techniques of today’s Salesforce that chases away the customers into the arms of competition.
Lastly, we also observed that customer management apathy is another cause for worry in our sales terrain today. What is the point of a relationship when it is lopsided and favors only the seller and not the buyer? What is the point of the relationship, when there is no deliberate attempt to give value to the customer through value-based selling denoted by thoughtful customized solutions coupled with after sales service support? Surely we may capture customers today, but by the apathetic behavior at managing the relationship, they will slip out of our hands faster than we acquired them.
All the above insights and realities point us in one direction, change. Not just change but swift change for the customer is not waiting and the revenue cannot also wait. To determinedly chart this same path using the same tools and approaches you have used in the past is to set your business up for failure.
The handwriting is clearly on the wall that you have tried what will not work and also tried mechanics that have not worked. Persistence on this path will only deepen the holes in our revenue bag whilst deepening the customer pain and afflictions.
Disciplined entrepreneurs and businesses of the future cannot continue with the mindset of business as usual when others are doing brisk business with daily and monthly revenue flowing in.
As we apportion blame on the industry and the sales team; we must be quick to also assert that it is the quality of the training they have been given, the frequency of the sales coaching, the orientation of their sales process as well as their sales coach.
We believe it is time for the injection of value, progress and performance into your sales apparatus through our new “Strategic Selling Briefcase”, the new performance training formula for winning customers and smashing targets.
This special formula is a 4-module combination that ensures that you serve the customer from the value stand-point, with rapid closing techniques that will enable you to optimize your sales process with sterling and measurable results. Signing up your team for this strategic session will empower your Salesforce with sharpened selling techniques, effective sales process and enhanced efforts, prompt emotional response at the frontlines (EQ), consistent revenue generation and great value.
Conclusively, the revenue cannot and the customers cannot wait. As a dependable partner with working training solutions for your business, let’s seize the day and get ready for the dawning New Year (2022) come November 11, 2021. Your Salesforce readiness and preparedness is your cutting edge for harvesting the valuable market. It’s time to take the advantage by securing your team through these contact points: 0244979879: email@example.com, firstname.lastname@example.org