New way to sell! Blah. Blah. Blah.

All I hear and read is the new way to sell. You need to engage this way, and the buyer is doing more research than ever before you even speak to them. You must engage with them socially first, but don’t try and sell them.  Use data and spreadsheets to sell. Blah…Blah…Blah. 

Can we be real here? Good, let’s be REAL!

Technology is great and I embrace it wholeheartedly, it makes sales people more efficient.

HOWEVER, sales and selling is the same it has always been and always will be.  THE END! Game Over. Fin. 

B2B sales is still selling to a person or group of people.  There is still a human connection. There is still value in showing up on-time, being prepared, being nice and kind. Asking questions and listening to solve and not listening to talk next. WOW!  Listening to listen, that’s new, huh?

There is still trust and this is the biggest part. Does the person or people buying from you trust you?

Do they believe you are telling them the truth about what your product could do?

Have you really done this hundreds of times as you claim?

Do they trust that you will ensure they have a successful implementation and/or launch?

At this stage, they don’t care what sales engagement tools you used to get in the door or marketing automation to DRIP on them or how your managing your CRM and pipeline activities.  They are about to buy, use budget and have to change something, put their credibility on the line – do they trust you?

THAT’S IT! If you disagree, close this post now!

1% of sales people get a bad rap because 99% of them are sleazy and slimy and just want to make the sale and cash their commission check.  And then not answer their phones when the client is calling for your help. THANKS 99%, this is why prospects do this to us when we are calling to try and get in.

Bottomline is this, you must be the following to be successful in sales:

1. Trustworthy – if you’re not this, go find something else to do
2. Inquisitive – you must be curious and want to discover problems in order for you to help solve their issues
3. Likable – you need to genuinely like people and therefore can be liked back – I do not think you can be trusted if you’re not liked
4. Professional – don’t ever drop your guard – do what you say and say what you do. Sell to others the way you want to be sold to
5. Appearance – dress well for in person meetings – sorry everyone, but the way you look and carry yourself says a lot about you and how you will execute
6.  Knowledgable – yes, it is your job to know your company, product, process, pricing, etc. It is also your job to know the client’s business, problem, key stakeholders, decision maker.  And what you don’t know, you must ask!

In conclusion, all this fancy tech doesn’t mean shit unless you have the 6 elements listed above.

Happy selling!