The Skill to Set Sales Professionals Apart from Robots
Jordan Benjamin ??
I Help Sellers Crush Quota In Less Time | 6X P-club @ HUBS | Master Your Sales Skills, Your Time, And Your Life
Today more than ever, it’s critical to build value with our prospects to help them choose our solution. With myriad product choices and everyone competing for attention, our sales teams need to stand out and prove that they are closely aligned with the prospects goals, challenges and needs. Yes, sales is still a numbers game. You need to be active on phone/email, you need to prospect, you need to build pipeline. But just getting people into your pipeline is only a small portion of the battle.
The best reps for today and the future, need to be able to deeply understand what their prospects point of view is, where they are coming from and then bring the best solution to the table. Today’s sellers that will be on top are the ones that can most effectively empathize with their prospects. They will know what it’s like to be in that person’s shoes. They will know what the entire industry landscape looks like and be able to relate to that person on the other end of the sale to help them.
But what if I’m not very empathic, then what do I do?
The great thing is you can build empathy like any skill. Start by learning about yourself; how you operate, how you think, what experiences have impacted your perspective, what motivates you and what holds you back. From there you can more effectively empathize with yourself. This leads you to the path of understanding others more effectively and what goes through their head. Some questions to ask yourself; How might experiences in their life shape their actions today? What's their perspective on this situation? How might this perspective impact their decisions? How might their boss/manager be thinking differently about this?
HubSpot CEO, Brian Halligan has said multiple times that the sales reps of the future will be able to effectively empathize with their prospects.This is one of the many reasons why I love working at HubSpot, not only does our leadership believe this, but we value the whole human. I get to run trainings with our internal team on skills like empathy, goal setting and mindset to help develop humans and not just prospecting/selling machines.
Automation is great and will help us in many ways, but there is still A LOT to be said for the human element and empathy is what will set us apart as reps of the future, from the incoming AI/Automation revolution.
ASUNTOS HUMANOS UNIVERSALES. UNIVERSAL HUMAN AFFAIRS.
6 年Así es. Son muchos a?os de dolor ...??
B2B Revenue Growth Strategy. Ideal Client Profiling. Target List Building. Lead Generation. Nurturing. Conversion. 500+ Content Resources. Guaranteed. Ask me how.
6 年Yes. It is important to have empathy. And it is VERY important to communicate that you have that empathy to your client in ways that they know you understand them, and sub-consciously love you for doing so. One more example of "the art of salesmanship is the absence of salesmanship" in action.??
Corporate Sales at HubSpot
6 年Great article! Well said.