It’s time to detach from the traditional sales way of thinking. You may know what I am referring to. The “Always Be Closing” philosophy. It’s time sales organizations abandon the “what have you done for me lately” micromanagement nonsense that’s unfortunately still ever so common in many sales organizations.
New methods and a new mindset must be in place. But in order to make significant strides in new methods of selling or new beliefs is to eradicate some of the following sales clichés in our sales organizations. Here are some just to name a few:
- Coach ’em up or coach ’em out
- Upsell
- Always Be Closing
- Hunters and farmers
- Elevator pitch
- If it’s not in Sales Force, it didn’t happen
- Renew
- Problem-solving
- Activity drives results
- Dialing for dollars
- Sales call
- Cold calling
- Inspect what you expect
Perhaps the most important aspect of building TRUST is TIME.
Sales is NOT about relationships. Sales is about building TRUST. Relationships are simply the end result of building TRUST with your customers. If you want to see true sales results, improve customer retention, generate new business, become a better listener, overcome “dreaded” sales objections, and to build better relationships, then follow the TRUST Process—it’s a simple yet proven sales process that works.
Perhaps the most important aspect of building TRUST is TIME. Unfortunately, many sales organizations are impatient and would rather cut resources and even employees to make their “bottom line” look better on paper—whether for investors or board members. That’s a band aid and poor leadership. Instead of investing in their sales people, enhancing their product/service, or even improving customer experience, they’d rather take the ostrich with its head in the sand approach.
I’m not apologizing for addressing the truth. It’s time for companies to wake up and treat their sales people like people. If they did this, their customer retention would improve which would create a healthy bottom line.
It’s time for new methods—especially new methods that work. Companies need to get out of the habit of resorting to traditional sales methods? In today’s economy and market place, you must adapt the TRUST Process. It’s time to start building trust. What have you got to lose?
