I
‘m currently reading John Jantsch’s latest book Duct Tape Selling. It’s great!
The world of selling is changing. As Jantsch’s puts it, you no longer need Sales Representatives. Rather Sales Guides are needed.
I see this daily in the Sponsorship world. As our team works to sell Sponsorship properties, our prospects show up educated. They don’t need someone to convince them the importance of finding new avenues to generate leads & revenue. Rather, they need a professional to guide them in how to accomplish this.
Also, for individual sales reps, the need for personal branding is stronger than ever. You need to have a presence on social media, have a blog, and be known as an expert in your niche. This coupled with the knowledge of how your product or service will benefit someone makes you an extremely valuable sales resource.
There is little need today for a Sales Rep who will convince someone to make a purchase. Rather, now you need to educate someone on how you can help solve their problems. Teaching is the new way of selling. Don’t just know and share information. Rather teach your prospects
What are you doing to ensure you are an EXPERT in your field?
Can your prospects find you online … even the individuals who don’t know they are your prospects yet?
Are you regularly communicating in online locations where your prospects hangout?
How are you leveraging technology to assist you in selling?
Also, what are you selling? Is your product or service truly valuable? Or are you just trying to make a buck?
I hold nothing against making a living for you and your family. But, I think Sales Professionals … at least the ones who are truly committing to being successful … should only represent products or services that truly add value. I’m not saying we all need to sell something that makes the world a happier or better place. Rather, does what your selling truly add value to the person who is purchasing it?
How you sell is just as important as what you sell!
How and What You Sell Matters
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