Webinar Thoughts: The Missing Link to Winning More Sales
Jill Konrath is a business to business sales expert, recognized for her fresh sales strategies and game-changing approaches. She’s a speaker who helps sellers crack into new accounts, speed up sales cycles and win more business. She has also done countless training programs, created a myriad of sales tools and coached dozens of trainees. Jill is also an author of two bestselling sales books: SNAP Selling and Selling to Big Companies.
Mike Schultz is a world-renowned consultant and expert in sales performance improvement. He’s co-author of the Wall Street Journal and Inc. Magazine bestseller Rainmaking Conversations: How to Influence, Persuade, and Sell in Any Situation (Wiley, 2011) and Professional Services Marketing, second edition (Wiley, 2013) and was named as the Top Sales Thought Leader globally in 2011 by Top Sales Awards. Mike also works as the Co-President of RAIN Group.
As a salesperson, how do you make sure that you make the sale?
A very recent webinar with Jill Konrath and Mike Schultz entitled The Missing Link to Winning More Sales: An Interactive Session with Mike Schultz and Jill Konrath, opened a possibility to finally winning the client’s favor and sealing the deal, with an act that’s so simple yet many salespeople—surprisingly—seem completely oblivious to.
Ask yourself, when was the last time you collaborated with the client?
For Jill and Mike, collaboration is the key to winning more sales.
Collaboration is defined as “jointly working together.” Now, any salesperson could react and say that the way for him or her to jointly work with the client is if the client accepts the service offer first. It’s a typical salesperson’s way of thinking. Selling is top priority.
But try this. Take off the salesperson hat and for a moment forget about selling. Take the time to learn about what the client’s situation is and what kind of help they need. Help the client not because you want to make a sale in the end, but simply because you want to help. That is the true essence of collaboration.
Making a sale is paramount for the salesperson. However, building a great relationship with the client is what’s really needed to finally get the deal. It’s easy to overlook this once the focus is set on making the sale.
To make a sale, stop being a salesperson. Peculiar but makes perfect sense.
Be a person extending help. Be a leader and a guide for the client needing assistance. Most importantly, be who you are, not somebody who’s too focused on selling that he’s become nonhuman-sounding.
When you’ve succeeded in doing so, you’ll find that it’s not just the service that becomes of great value to the client, but yourself as well. Then you will truly have earned the client’s trust which is the basic goal. Naturally, what comes next is the greater possibility of finally making the sale.
So, are you ready to start winning sales and client trust?