Should buyers and sellers train together?
Fred Copestake
Sales Trainer | Author | Coach | Working with engineering and manufacturing teams | Selling has changed – have you? ???? ????
New course launch, free workshops, Meatloaf... it's been quite a month!
Welcome to the?October Edition?of Sales?Today?newsletter for B2B sales professionals, the seventh edition
I'm staying with another 'big one' as it is monthly and I want to give plenty to think about until next time
So what to expect
The focus is all about enabling more good (sales)people doing good things in a good way.
Thanks for taking a look
FRED
Should buyers and sellers train together?
I've been reflecting on this for while and as we enter a time where a 'collaborative' selling approach is even more important than ever I threw out some questions that generated some interesting responses
The questions included
- Wouldn't it make sense for salespeople and their customers learning how to collaborate more effectively?
- What would be the benefits?
- Any disadvantages?
- Who would invite who?
- What are the barriers?
And the big one...
- Can we make this happen?
Perhaps the people who responded are more naturally inclined to think like partners and if this is you, you could well be interested in the new offering that we've got.
We've been putting together some training, which is designed to bring buyers and sellers together.?
I want you to sit side by side on the course so that you can:?
- really understand why each party does what they do
- how you can identify the things which really make a difference
- look at real live opportunities.
- think about the ways in which you can engage with each other
- see how collaboration is the way forward.?
If that's you, whether you're a buyer or a seller and you want to invite your opposite number, it's just ￡1 to invite that other person.?
Check out the course HERE
Part 7 - Epilogue
Back to winning ways
So, what of our friends whose story we shared over the last few months? How are they getting on now?
Well, a recent conversation they had went like this:
Harry – Hi, Larry.
Larry – How are you doing, Harry?
Harry – Whoa! You’re looking good!
Larry – Cheers. I’ve upgraded my kit. New camera, lighting, mic.
Harry – Nice. You’ve upgraded your smile, too.
Larry – I’m in a much happier place.
Harry – So you should be, you are doing a good job.
Larry – How do you know that?
Harry – I was talking to one of your customers. Anyway, what else have you been doing to make your selling better?
Larry – Well, one of the things I did was go back and look at all of the essentials for success that we spoke about a little while ago. And I realised that I am good at those things. So I doubled down on the things I know still make a difference, and then looked to see how I could develop new ways of working to get things more up to date.
Harry – OK, so what did you do?
Larry – Well, I looked at virtual selling. And as you can see I’ve really taken that to heart. I’m quite comfortable doing meetings online now. In fact, I like it. It’s making me way more productive. And I know that customers actually like it too, which is a pretty good thing.
Harry – Yeah, it’s true, they do.
Larry – I’ve also got far better recording video and sending that and using it in social media.
Harry – Yeah, I know, I’ve seen some of your posts. They’re really good.
Larry – Well, it makes so much sense to do it. I know that when people can see and hear you, they can start to feel they know you better. So I use video when prospecting and I use it when I’m posting on social media so that I can get my brand, my personality, out there. Now it makes a lot of sense.
Harry – What else is happening?
Larry – Well, remember you told me about the nine-box plan? I’ve started using it. I didn’t realise how much information I was missing: all the things I thought I knew but didn’t.
Harry – So true.
Larry – What I also didn’t realise was how much extra information my colleagues have. It’s a bit like a jigsaw, and they’ve got loads of the pieces that I don’t, but when we bring it together, we can make the whole picture far clearer and do a far better job. I really like working in that way, as it brings the team together far better. I feel as though I’m actually leading the sale.
Harry – I’ve always said you’re a good leader, Larry.
Larry – Yeah, the leadership piece we spoke about is important. Not just internally, but with the customers as well. I was surprised at how many of them don’t really know how to buy. But then I suppose, if they’re not buying the things that we sell regularly, why should they know the process? And I found that the help I can give them, taking them through the steps and the considerations they need to make, is really valuable for them. It makes quite a difference, just doing that.
Harry – I’m with you on that one. Totally makes so much sense! What else you up to?
Larry – Oh well, I’ve started to reward myself with Scooby snacks.
Harry – What are you talking about, Scooby snacks?
Larry – Scooby Doo eats them.
Larry – Yes, I know what Scooby snacks are.
Larry – Well, remember we were saying ‘value is a mystery’ and we talked about the whole Mystery Machine thing? Well, I’ve really started to think of selling value more like that. I’ve started to uncover it with customers and basically when I’ve done a good job I just give myself a little reward. I call these my Scooby snacks.
Harry – [Laughs] Right, I’ve got you. Value selling makes so much more sense when you approach it like that. Anything else?
Larry – Well, I’ve always thought I was good at business development, but what I found now is that I can be even more considered and even more deliberate in the way that I share information with people, that is going to make a difference for them. I’m doing a better job at keeping in touch. I’ve got a whole contact plan that I use, so now I know that I’m never going to forget to connect with somebody, even if we’re not working on a current project together.
Harry – It sounds as though you’re doing a really good job. I’m really pleased for you.
Larry – Once I realised that selling is changing and with those changes there is huge potential, I embraced it and now I’m seeing the difference.
Harry – Your customers are seeing the difference too and the best thing is, I can see it in you, too.
Larry – I’ve got you to thank for a lot of that.
Harry – No problem, it’s what we do. We are professional salespeople. We are here to serve.
Our most popular free workshop!
We continue to deliver this series and it continues to grow in popularity
Not only did we have a record attendance but also one of the best questions we have heard:
Will you be running this again so I can invite my team?
How could I refuse?!
In fact as you can see from my answer I agreed and even offered an extra resource for Sales Leaders wanting to do this
Let me know if you would like to take me up on this
Lisa Avery - The power of positive psychology
Lisa explains how positive psychology isn't something 'pink and fluffy' but a study of optimal human function.
She explains how 30 years ago some psychologists shifted their focus fron trying to fix things to helping people thrive.
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She shares the PERMA Model (Positive emotion/Engagement/Relationships/Meaning/Accomplishements) and we explore how salespeople can apply this to themselves and with customers to drive a more collaborative approach.
We consider how active constructive responses can stimulte the positive emotions that help build trust.
Are you ensuring psychological safety of customers with your interactions?
Listen to the episode?HERE
Graham Drew - Using deep listening skills
How do you listen?
Having worked both sales and procurement Graham is able to help answer this question.
He explains how the reponses to this rarely go deep enough and that this is a reason that business is lost.
Listening is the number one skill rated by buyers that sellers should have, yet few really reach the levels required to make a difference.
This is why he now dedicates himself to help improve this ability.
He shares a simple yet powerful model to make more of the oppotunities that can be uncovered with true 'deep listening' (Sense - Interpret - Evaluate - Respond).
We also talk about the addiction to distractions and whether there are differences in the virtual environment.
What would a 20% improvement in listening mean to you?
Listen to the episode?HERE
Pritha Dubey - Developing sales intelligence
Pritha has noted that performance change happens when there is an emotional shift in the professionals.
She combines the science of selling with emotional intelligence to build ‘Sales Intelligence’ in the sales team.
We talk about how sales are best achieved when there is a mindset to serve and how high levels of self-awareness and self-management are key to achieving this.
Sales professionals can become paralysed with limiting beliefs but when they are able to see things more clearly great achievements can occur.
Ownership of personal development is another area that top performers excel in.
Can you desire to sell without coming across as pushy?
Listen to the episode?HERE
Drew D'Agostino - Adaptive Selling
Drew explains how ‘Adaptive Selling’ is the ability of a salesperson to change their communication style, the content of their pitch, and their overall approach while interacting with prospects, based on perceived information about the person or situation.
Using a personality framework can reveal how prospects want to behave, communicate, and make decisions, so adaptive selling techniques can be implemented, reinforced, and scaled throughout the sales entire organization.
At times when many continue to see selling as a numbers game those that can adapt and genuinely personalise are able to build better relationships and work with customers in a more meaningful way.
We talk about whether technology takes away sales skill or is a way of augmenting the human to do a better job.
Can a machine really understand how somebody thinks??
Listen to the episode?HERE
Link to Drew's book?HERE
Brittany Baldwin- Tick Tock Sales
Brittany Baldwin has a simple philosophy, she aspires to inspire before she expires.
Her mission is spreading the message that selling is simple and there’s nothing complex about having conversations with customers.
She explains that business is like a clock.?The cogs need to turn and the hands need to tick.
And it's the same with your sales. You need to get the gears in place and your sales ticking, or the clock will eventually stop.
Saying the right thing, to the right person, at the right time to achieve the right results.
She shares her 5:5:5 method for more productive working along with ideas for more effective connection with customers.
Is it the right time for you to improve??
Listen to the episode?HERE
What are the 6 elements of Partnering Intelligence for Effective Sales?
Trust: It’s the foundation of good and long-lasting relationships with your customers.
Win-Win Focus: Understand what the other party is trying to achieve and try to create how you are creating a value for your customers
Being comfortable with inter-dependence: Our success should become a part of our customer’s success.
Transparency: Give information about ourselves so that people can relate with us and also give feedback to your customers.
Comfort with Change
Having Future Orientation: Create common goals and set mutual action plans for the future
Listen to this exciting conversation with our 54th speaker at the Ultimate Global Podcast: Fred Copestake (Founder of Brindis).
Watch on?Youtube:??
How to modernise your sales approach without losing the human touch
?In this new LIVE and completely FREE to attend event I will share practical insights into an approach for B2B salespeople to ensure they stay relevant and valuable.
This workshop is brand new and addresses the top three challenges that many salespeople have based on what I have identified from working with clients all over the world.
Many salespeople struggle to adapt their approach to one that is effective today. As a result, they are running a risk of becoming irrelevant to their customers.
I will answer the questions:
- Why are so many salespeople tired and stressed?
- Why are so many sales backwards and boring for customers?
- Why do organisations confuse salespeople badly?
You should attend if:
- You are involved in B2B sales and find your approach isn’t working as well as used to
- You feel like you are wasting opportunities that should be won
- You use a highly technical approach to selling that doesn’t always wow customers
- You are frustrated that you can’t keep customers engaged through the process
- You are fed up with always having to discount to win business
- You want peace of mind that your sales plan will work
- You are frightened that the pace of change in the world of sales is too fast
- You are concerned your competitors are doing something different but don't know what
Every participant will be given access to a tool that provides a report on the state of your sales compared to an effective modern approach?
Places are limited by the platform we use so please make sure you're quick to secure your spot.
Thursday 24th November (1.00pm GMT)
Register?HERE
Collaborative Selling Scorecard
Are you ready to increase your sales?
CEO @ Evanssion | MBA, IT Solutions
2 年Excellent subject
Startup Growth | Generative AI | Process | CS/X | Strategy ????
2 年Detailed newsletter, thanks for the share!
Start getting more enquiries by making it clear you understand their problem. The REAL problem. The one that could, theoretically at least, wake them up in a sweat at 4am.
2 年The premise here is flawed.