You've got another think coming
Fred Copestake
Sales Trainer | Author | Coach | Working with engineering and manufacturing teams | Selling has changed – have you?
Our job is to help people think.
If you aren't doing that then what is the point of being there?
Perhaps this is why it is increasingly difficult to speak to customers.
Something to think about...
Welcome to the?September Edition?of Sales?Today?newsletter for B2B sales professionals, especially the 2696 subscribers
As it's monthly I want to share plenty for you to consider and to impact your selling
So what to expect
The focus is all about enabling more good (sales)people doing good things in a good way
FRED
You've got another think coming
Yes, you have.
A think.
Contrary to popular opinion – and the Judas Priest song – it is ‘think’, not ‘thing’.
Most people would still understand the meaning of the expression as being something like ‘you’re mistaken’. And this is a mistake salespeople can make when trying to add value by fixing problems and giving information.
If a salesperson believes they are adding value by throwing lots of different things at a customer, this a mistake.
Quite often, being on the end of ‘another thing coming’ can be overwhelming for the customer. It is poor selling to use this type of shotgun approach, hoping to eventually hit with something of relevance that the customer must work out for themselves.
A more sophisticated way of selling, that is more valuable to the customer, is to give them ‘another think coming’.
This is not to tell them they are wrong, but to use provocative questions grounded in insight developed in preparation to make them think.
A salesperson looking to create value should spend time in this sort of discussion. To be effective the questions should be prepared and crafted from an understanding of the various factors at play.
One of the best things a salesperson can hear is ‘that’s a good question’ or ‘you’ve really made me think’.
It tends not to happen by accident.
Making thinks come
So, what can salespeople do?
Well, the answer is partly what they should not do, and that is solve problems.
That might seem a little counterintuitive, as surely selling is all about problem solving.
And to a degree it is, but the best salespeople go about this in a slightly different way to the standard ‘see problem, fix problem’ approach that many adopt.
As customers are increasingly in a better position to sort out their own issues, just giving an answer they already know does not add any value.
It could also be that the customer doesn’t recognise they have an issue and then gets confused and frustrated when salespeople talk about things which seem irrelevant to them.
When salespeople really make an impression on customers is when they can give a new perspective on the customer’s own world: when they can shine a light on an issue, make sense of something that is confusing or provide a means to help a customer succeed. This is when they start to make a difference.
It is often about looking at the bigger picture and, by making an effort to understand and share this with a more collaborative approach, a salesperson can set themselves apart and position themselves as a valuable resource for the customer.
By getting to grips with and helping the customer to focus on what is really going on, the nature of the relationship changes and becomes one that can generate much more value for all parties.
This, however, takes skill and an understanding of how to do what this involves. Too many salespeople have their heads filled with information about their products and services rather than being equipped to deal with what customers really care about.
Is it surprising, then, that many customers now say that they would prefer to buy without any interaction with salespeople as they are simply not getting anything from that dialogue?
We are talking about a more sophisticated way of selling, and this is what customers are demanding. There is no point in turning up and telling them what they already know. But preparing to provide information and ask questions that really make someone think is when great steps can be made.
That was really valuable.
One of the best things a salesperson can hear at the end of an interaction with a customer is praise for having helped the customer with their thinking.
Selling value is not about being prescriptive and firing off solutions as soon as any inkling of a problem is detected. It is about exploration and understanding. Those who understand that are the most successful. They do this by:
·??? Defining what value means for the customer
·??? Positioning what they can do in a way that is meaningful in relation to the customer’s definition
·??? Generating insight to drive discussion that explores ways a customer can benefit
·??? Pricing and negotiating based on outcomes for the customer
As a sales professional are you having ‘valuable value discussions’ or do you move too quickly into ‘solution mode’?
(Originally published in the bestselling book Hybrid Selling )
New product development
Selling at C-level (with ?? Steve Hall )
We’ve put hundreds of hours of work, drawing on a combined 70+ years of sales, business and training experience, to make the ultimate guide to succeeding at two very basic but critical steps in the sales process:
1. Getting meetings with senior decision makers in high value target prospects
2. Ensuring those meetings are as effective as possible
Currently seeking beta testers (APPLY HERE )
Selling with AI (with Moeed Amin ?
Time with customers is precious. Don't waste it! Focus on?
Using AI can help you do this more effectively by
Waitlist to open soon (DM for priority access)
Things addressed this month
"Not much fun"
"It's all about me"
"Get on with it"
"Making selling easier"
"Helping salespeople to change"
'Orange Hat Thinking' a mix of the De Bono thinking hats to come up with practical solutions for sales issues
To find out the answers to these and others dilemmas VISIT HERE
Why sales coaching works!
Join us as we chat with Mark Ackers , co-founder and head of sales at MySalesCoach, and best-selling author of Problem Prospecting.
He shares his transformational journey from studying marketing to finding his passion in sales, and how his mentor pushed him to be a student of sales.
He discusses the need to be knowledgeable, understanding customer needs, and practicing active listening.
Mark reveals how the onset of COVID presented an opportunity to help others with coaching and sales.
We take a look into the crucial differences between training and coaching.
We discuss the importance of accountability, openness, and vulnerability in coaching, and how it helps identify weaknesses, set goals, and devise a plan to achieve those goals.
We also delve into how training involves absorbing information from various sources to inspire, motivate, and provide fresh ideas.
We learn how both training and coaching play essential roles in helping individuals reach their goals.
Mark explains the significance of coaching in sales, distinguishing between a coach and a trainer, and discussing why having an accountability system is critical.
He explains how a great coach enables people to think independently and come to their own conclusions.
He talks about different aspects of coaching, such as mindset, tactics, and personal growth, and how to adapt the conversation to suit the individual's needs.
Whether you're an experienced salesperson or a newbie in the field, this episode is a must-listen for anyone looking to gain valuable insights into sales coaching and its benefits.
Listen to the episode HERE
How being coachable makes you valuable
Join us as we chat with the incredibly talented Beth Hocking , a career coach who is passionate about helping individuals discover their passions and build satisfying careers.
We touch on the key differences between coaching and teaching and how the former can be used to unlock and unleash one's potential.
Beth provides insightful thoughts on 'work-life balance', reframing it as just one part of life, a perspective that may reshape your view of the often-discussed concept.
Beth's expertise shines as we explore the qualities of a good coach and the importance of the coach-client relationship.
With her human-to-human approach to coaching, she highlights the significance of knowing the small details about each other.
领英推荐
She shares invaluable advice on identifying a successful coach-client relationship, emphasising the necessity for honesty, willingness to seek support, and commitment to doing the work.
The conversation takes a fascinating turn as we learn how to foster meaningful career conversations and build trust with clients.
Beth's focus on tailoring the coaching process to each individual's needs and creating a safe space for open and honest communication truly sets her apart in her field.
Her belief in the power of positive affirmations in achieving goals will leave you feeling inspired and motivated.
Listen in and join us for this episode of coaching, learning, and success!
Listen to the episode HERE
Using Mutual Action Plans to drive your sales
Get ready to delve into the world of virtual selling techniques with Tom Williams , author of two insightful sales books
Listen in as we explore the world of virtual selling techniques and how sellers can distinguish themselves to build meaningful business relationships.
We tackle the concept of an outcome enablement plan and its benefits for both buyers and sellers, from an improved buying experience to reduced risk and enhanced accountability.
Tom urges sales reps to concentrate on outcomes, ensuring they leave a lasting impression on buyers.
The conversation then moves to understanding stakeholders and securing commitments.
Tom sheds light on how to identify the customer's current state, alternatives they've tried, and their desired future state.
We discuss the significance of determining the business and experiential implications of making or not making a decision.
Tom emphasises the importance of identifying all key stakeholders involved to reach a collective agreement.
This episode is packed with insights that are sure to revolutionise your selling strategy, so tune in!
Listen to the episode HERE
Selling ... the essentials for success
We discuss the importance of understanding your product, preparing for conversations, and utilising efficient tools like LinkedIn to connect with potential clients.
Discover how to build credibility, ask the right questions, and create meaningful relationships that can help you win business in today's competitive environment.
Rana Salman, Ph.D. shares her knowledge about the significance of the human element in sales, the necessity of being patient, actively listening, and sharing insights during sales conversations.
We also discuss the importance of collaboration in sales, understanding your customer's needs, and acting as a trusted advisor.
If you're looking to improve your sales skills, gain valuable insights, and learn how to adapt to today's business landscape, this episode is a must-listen!
Listen to the episode HERE
Invisible PR - the hidden secret to sales success
Get ready to join?Jonathan Finch , commercial director at Big Presence, as we discuss the concept of 'invisible PR' and how it's a game-changer for long-term success in sales.
Jonathan reveals how this idea, centered on cultivating a solid reputation and investing time without immediate returns, helped him secure one of his biggest clients.
You'll discover how this strategy goes beyond blog posts and is more about what people say about you when you're not in the room.
We also explore the power of generosity and building relationships in sales.
Jonathan shares his experience of how supporting his team members led to his promotion to the head of training and development.
We discuss the art of using social media platforms like LinkedIn to help others and demonstrate your expertise rather than just advertising.
Finally, we touch on the importance of handling complaints effectively and the surprising benefits of collaborating with competitors.
This episode is packed with insights that can transform your approach to sales and accelerate your revenue growth.
Listen to the episode HERE
Death of a Salesman
Right, said Fred
Would you create a "digital twin" of yourself?
Fred has set out to do this, and he shares what he has learned so far with FredAI.
Using Interactive Tutor, Fred uploaded his books and blogs into their platform so that he could train it on all of his own content.
FredAI was created, as a chatbot where you can ask questions, and the answers will be based on all of Fred's content, thinking and wisdom that he has curated over 20 years.?
We chat through :
Why has he decided to do this?
What has the learning been so far?
How does he see this complimenting what Fred does in person?
Does FredAI hallucinate?
We then broaden the discussion to where we feel this could all go?
What other use cases might there be?
Coaching to ask the right questions.?
This is early days for FredAI, however, I encourage you to go and chat with "him" and give real Fred your feedback.
Listen HERE
How to sell more today and beyond
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 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 26th October 2023 (1.00pm GMT)
Register Here
Collaborative Selling Scorecard
Are you ready to increase your sales?
Take the?Scorecard
Deeptech Commercialisation and Marketing | Advisor, Mentor and Consultant across the deeptech ecosystem | Board Advisor
1 年I was told the other day I should come with a warning sign, Fred. "Danger: may cause thinking". So yay; points for me then.... :-) :-)