In this discussion, sales experts Will Hayes, Keith Weightman, Casey Jacox, and Hamish Stephenson delve into the intricacies of sales and share their insights on how to excel in the field.
Relationships are the cornerstone of any successful sales endeavor. Casey Jacox emphasizes the importance of building relationships and not just trying to sell a product or service. He suggests that when you establish a relationship with a client, they are more likely to trust you and the company you represent.
Keith Weightman agrees and adds that salespeople should aim to become a trusted advisor to their clients. By doing so, you can help clients identify their needs and provide solutions that best meet those needs.
Training and Sharpening Skills
Will Hayes stresses the importance of training and sharpening skills, especially in a fast-paced industry where customer needs and job descriptions can change quickly. He suggests turning the training back on the customer and having them contribute to the training in a classroom setting to help sharpen their skills.
Keith Weightman also agrees on the importance of using a scorecard to maintain consistency during the interview process. A scorecard, he says, helps ensure that everyone is on the same page and speaks the same language.
Setting Team Egos Aside
Casey Jacox believes that setting team egos aside is essential for a successful sales team. He suggests that leaders should show their vulnerabilities and share their own failures, which encourages others to do the same. He also emphasizes the importance of asking questions to help remove egos, as talking at people or telling them how to change only leads to friction.
Post-Covid Sales Strategies
Hamish Stephenson notes that the Covid-19 pandemic has drastically changed the way sales are done. He says that salespeople must now be more sensitive in their selling approach and must learn to sell in a recession. He also highlights the importance of using sales enablement tools to help streamline the sales process and make it more efficient.
In conclusion, these experts highlight the importance of building relationships, training, and sharpening skills, setting team egos aside, and adapting to the changing sales landscape in light of the Covid-19 pandemic. By incorporating these insights into your sales strategy, you can take your sales game to the next level.