by Mike Weiner
What’s the difference between sales professionals these days? Ability to sell is no longer enough. Ability to communicate corporate bla bla bla is no longer enough. Ability to “push hard” is no longer the norm.
Buyers are different now. Buyers are busy. Buyers are metric driven. Buyers need value.
The difference for sales professionals is the skill to have vision to put yourself where the market will be in the future. Set personal professional goals by learning and listening to customers. Build plans to position yourself to where “the sale” will be in the future. Know where “the sale” has been in the past – the past should not guide you. Future thinking professionals understand the need of positioning and relationship development. Future thinking professionals have strong vision and analytical skills to look at small market changes seeing opportunity and grasping it no matter what.
A few years ago I looked at blogging and LinkedIn as a way to increase visibility for my own brand of sales focus. Building relationships and sharing info. A few years ago this trend was just starting. By leveraging relationships and sharing experiences through story telling and blogging this creates a warmer sales environment and a more positive entry point to the sale – now everyone is talking about this, user-experience, collaboration etc… it’s the norm for forward thinking professionals.
Who wants to be sold to? No one. Who needs help and guidance, whether a complex project or an easy source of info to a nagging question – everyone.
I’ve done my best to position myself as a source of information to all. More info than many other sales reps care to share. In the age of digital and internet media, this info is a massive source of learning. For me and for customers, most information is available online – it really is if you look hard enough.
So what makes me different and why should you care? I look to collaborate, help your company grow and offer honesty as the passion-driven basis of my sale – what else is there in 2014?
-share info, build relationships-