Over the last few years sales and marketing have become much closer in their relationship with the addition of technology and social media. The lines between sales and marketing continues to blur. One of the fine lines that sales and marketing will have to manage is the difference between them in an ever-changing environment of technology.
Technology controls our l lives, and with each year that passes the way in which we communicate will continually change. Technology has made line between sales and marketing much closer, and this “grey, area” is called content. It is increasingly obvious that sales today has changed and sales must now must get involved in producing their own relevant content. If sales doesn’t start producing content, sales it will be left behind in the numbers game.
What does content mean for sales? Today and well into the future content will be driven in society by social media. As more social media channels get added to the many we have now, the main aim of anyone in sales or marketing, must be to provide the right content to the right decisions makers at the right time. While marketers have always known this, it used to be the exclusive space of the marketer. Sales must now find their way in the providing relevant content.
Sales begins with building trust, don't let these common mistakes stop you before you even get started.
Rapport building is essential in sales, and throughout life, but particularly important in the sales environment. Oddly, people make assumptions that just talking to another person and building a rapport are the same thing. Rapport building is a skill that you can work on, a skill that you can improve on and talking is well, just that, talking. Not to say that you can’t improve on the way you speak or the articulation of words…anyone ever hear an accent from Boston, New York, or any southern state. All different but all distinct, so you can improve the way you talk to eliminate accents and in turn improve the acceptance of your accent. This is very different from improving your skill at building rapport. Within the framework of building rapport, you are also building trust, allows for pre-discovery type questions (fact finding), developing the environment that you sell best in (peer to peer, seen as an expert, seen as the answer to a major issue, etc.) among other things. Rapport also allows you to set the ground work for all subsequent interactions. The key is to not make the rapport building mistakes that are common in some of today’s selling situations. Here are a few to avoid and practice how to develop a great skill at rapport building.
Common sales problems all sales people face and how to overcome them.
Although most of what we consider the “biggest” problems in sales are opinions, or can be considered very specific to the person, product/service, industry, or many other factors. There are some that seem to pop up frequently among sales professionals. I’m sure if you check with some survey company or a larger marketing agency there may be some variations. However, if you’ve been in sales long enough, you end up knowing a few people that will chat with you about what they’re encountering in the field. Also, good to note that these “problems” can change over time. As we use newer tools, technology, and sales methodologies the problems change with them. With all that, I’d like to address some recent problems that seem to be consistently brought up by sales professionals.
Ready to learn more about sales methodology? Here are 5 proven methods that work!
Lets chat about some of the methods used in sales. Whether you’ve been in sales for a long time or you’re new, you’ve probably heard of a sales method or two. The reality, there are way too many to discuss them all here. It seems that every time we turn around someone is coming up with a new one that spins off another. That being said a few come up more frequently than others. Here are the methods outlined in this article.