Are you forcing customers to work your way?
Fred Copestake
Sales Trainer | Author | Coach | Working with engineering and manufacturing teams | Selling has changed – have you? ???? ????
You've got a cool product.
You've got an awesome service.
You've got a smart solution.
You've got to make the customer understand this.
STOP!
Dragging people round to your way of thinking isn't the best way.
What really works is surprising simple...
So what to expect
The focus is all about enabling more good (sales)people doing good things in a good way
FRED
Are you trying to force customers around to your way of thinking??
Think about it like this.
Everybody's got their own map of the world.
We look at things in a certain way, customers look at things in a certain way.
We look at things in a certain way, customers look at things in a certain way.
What a lot of salespeople try to do is to drag their customers round to their way of thinking.
They want to show off all the stuff that they've got to sell, and so the customer has to see things from their perspective.?
Now that's not a smart way to sell.
A far smarter way to sell is to move to the customer's side.
Understand how they are seeing the world.
Take their perspective.
Then what we can do is we can start to share new insights, new ideas, create a different perspective that we're looking at together so that we can start to collaborate, co-create, work on things for mutual benefit.
Far smarter way to sell, less dragging, more aligning, and thinking about things together.
That for me is collaborative selling.
I've documented the VALUE Framework we use to help salespeople this approach in previous newsletters and shared a way to build it DIY.
Use this FREE 'Quick Start' guide to learn more
If you'd like to talk more about it get in touch.
Collaborative Selling Coaching
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Introducing 'Structured Coaching'
Each?session will be a mix of training and coaching
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You will work out how to implement it (coaching)?
Every session is focused?on a different element of a Collaborative Selling?
It is pragmatic approach to driving results
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More details HERE
(NB I deliver these personally so can only run 5 per quarter)
Things addressed this month
'Orange Hat Thinking' a mix of the De Bono thinking hats to come up with practical solutions for sales issues
Trade show domination - tips and tricks for maximum ROI
Have you ever walked past a trade show booth and felt an irresistible pull to stop and learn more?
That's the trade show magic that Global Sales Mentor Zach Selch and I discuss in our latest chat.
?Zach, a mentor of international sales, joins me to share the knowledge behind crafting a magnetic trade show presence.
We discuss how to make your booth the talk of the event with strategies like an 'invitation-only' allure and the strategic importance of setting a clear, engaging narrative that captures attention faster than the blink of an eye.
Trade shows aren't just about the glitz; they're a battlefield for attention, and our conversation covers every inch of this.
We look at tactics like unique giveaways that break the mould and the smart use of a distributor salesperson lounge that keeps representatives coming back for more.
It's not just about the show; it's about setting the stage for fruitful conversations and turning those brief encounters into long-term partnerships.
The lounge concept, a gem in the treasure trove of Zach's insights, particularly emphasises the importance of creating a space that addresses the specific needs and interests of salespeople.
Zach and I share insider tips on fostering connections that last well beyond the trade show floor.
From sending personalised mementos to timing your follow-ups around holiday schedules, we cover how to ensure that your brand lingers in the minds of attendees.
We even touch upon the gritty details of preparation, from emergency kits to the imperative of a well-briefed booth team.
With anecdotes and advice, this episode is a toolkit for anyone looking to transform their trade show efforts into a demonstrable return on investment.
Listen to the episode HERE
领英推荐
In this episode I am delighted to introduce the versatile Kiran Singh Goindi an SDR at Experian.
Our conversation hits a balance between sales strategies and the rhythm of content creation.
Kiran's rich background in music takes centre stage as we explore how personal branding and forging emotional connections can enhance your sales approach.
We discuss the parallels between performing arts and sales development, emphasising the significance of humour, initiative, and a proactive mindset.
Together, we look into some common misconceptions about personality types in sales, championing the strengths of introverts and ambiverts.
Kiran's humility and ambition resonate as we explore his aspirations in sales and music, and the emotional intelligence required to thrive in both realms.
Whether you're curious about the excitement of the sales journey, eager for cold calling tips, or fascinated by the interplay of ambition and emotion, this episode offers a wealth of valuable insights.
Tune in and be sure to explore Kiran's work under the name KJI Music for an added dose of inspiration.
Listen to the episode HERE
How most sales are the same
Have you ever felt like trying to close a deal with wealthy clients is like walking through a minefield?
Join me, and my guest, sales coach Frederick Kermisch as we look into the intricate dynamics of selling to a high-end market, highlighting the critical but often overlooked aspects of the decision-making environment.
Our interesting discussion sheds light on the art of streamlining complicated sales messages, and we address common mistakes such as bombarding clients with too much information, which can lead to their inability to make a decision.
We give you a behind-the-scenes look at how understanding the influence of family members, spouses, and advisors is crucial to the success of your sales strategy.
Moving on, we challenge the conventional sales story, promoting a new approach that positions the client as the hero of the narrative.
This episode is packed with valuable information for salespeople who wish to evolve from merely dispensing information to becoming compassionate mentors, guiding clients through their decision-making journey without getting ensnared in promotional clutter.
We also discuss the hurdles faced when dealing with marketing teams and share stories on how to adjust your sales methods to genuinely focus on the client's needs.
Finally, we focus on the mental flexibility needed to stand out in sales, a skill that is often eclipsed by the emphasis on technical skills.
Listen to the episode HERE
The Sellers Journey - how to navigate buyer experience
Ever wonder how the best salespeople make you feel like they're solving your life's problems rather than just selling you something? That's the magic Richard Harris? , author of "The Seller's Journey," sheds light on in our latest episode.
Together, we peel back the layers of the modern sales process, focusing on the art of crafting a buyer's experience that resonates on a personal level.
Richard's insights offer a fresh perspective on the dynamic interplay between recognising a customer's pain points and establishing the kind of trust that turns interest into action.
The sales world is ever-evolving, and today's top sellers are taking a page from the marketer's playbook.
Personalisation isn't just a buzzword; it's a strategy that's helping sales professionals stand out in a crowded marketplace.
?In this episode, we reminisce about how the iPhone revolutionised customer expectations and how this legacy informs current sales tactics.
By harmonising sales collateral with the real challenges prospects face, we unveil the secrets to connecting what you offer with the solutions your clients seek.
The conversation also turns to the literary side of sales, as we muse over the process and motivations behind writing in the field.
With Richard's golden nuggets, this episode is a must for anyone looking to refine their approach to sales or storytelling.
Listen to the episode HERE
How to build a modern sales blueprint
Join me in my latest exploration into the art of modern selling, where I unpack the strategies and techniques that can transform the way you approach your sales game.
I kick things off by discussing the invaluable partner mindset and how to shine a spotlight on potential client interests, engaging them with insightful questions and listening intently.
I'll walk you through the VALUE framework, a cornerstone of effective partnering, starting with 'Validate' to ensure you're targeting the right customers and crafting a compelling value proposition.
Listen on as we delve into aligning with customers through research, account planning, and fostering a collaborative relationship that benefits both parties.
As the conversation progresses, I cover successful sales meetings, emphasising the power of asking the right questions.
You'll learn about the 'ask before tell' philosophy and how it can lead to a deeper understanding of client needs.
I also touch on modern tools like digital sales rooms and the significance of human connection.
Later on, I address collaborative selling, where validation, prospecting, and the effective use of virtual meeting platforms come into play.
The session wraps up with a dive into the fast track to sales competence through structured training approaches.
So tune in, take notes, and get ready to transform your sales game.
Listen to the episode HERE
It was a pleasure to join Christopher Salem for an exclusive interview on TALRadio English .
LIVE! and completely FREE to attend: Best-selling author and experienced sales trainer, Fred Copestake, will share practical insights into his systematic approach for B2B salespeople to ensure they stay relevant and valuable.
This workshop is brand new and addresses the challenges that many salespeople have based on what Fred has 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.
The insights shared have been collated from working with thousands of hours salespeople and through studying the evolution of professional selling.
Fred answers 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 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 21st March 2024 (1.00pm GMT)
Register HERE
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Realtor Associate @ Next Trend Realty LLC | HAR REALTOR, IRS Tax Preparer
12 个月Thank you for Sharing.
Get More of the Customers You Want - Sold Gives You Clarity on Your Big Idea to Power Sales and Marketing
12 个月I think there is some truth in this - however, I've always struggled to get round to the customers point of view when selling ideas and positioning expertise. If you allow them to frame the conversation they end up trying to get you to sell time for money, when all the value is in the idea.