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What Are You Measuring?

Posted by Bill Crose on September 13, 2019 at 11:33am 0 Comments

A lifetime ago, my training department colleagues and I were satisfied with training data. We cranked out the requested ILT programs plus the "flavor of the year" content, we kept a busy training schedule, and made sure the coffee was always the right temperature. When accused of not delivering effective training because the learners didn't perform as they were trained, we took refuge in our management support role and not ultimately responsible or accountable for LEARNING or productivity.…

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Segment 3 (2020) Sales - Wednesday, November 11, 2:00 to 3:00 Eastern USA

Overview: How are you selling/buying differently? How have you noticed others selling/buying differently? What selling/buying trends have accelerated? Were there any "co-morbid" selling/buying trends whose demise has accelerated? What selling/buying tactics do you wish would return to the way they were in the past? What selling/buying changes are you happy to embrace? What selling/buying trends do you wish would expand or accelerate?

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I think solution selling has never been more important.. though in tough times it seems like the focus is on product selling.  It's about the customer not the seller.

A question every salesperson who sells a "solution needs to be able to answer is: "As a buyer what do I need to do in order to be successful with what you are selling to me?"

I'm an old guy and i believe in the old school selling philosophy, people buy from people they trust.  In recent years, selling has become even more challenging as it's harder and harder to actually speak to a decision maker(s).  It seems they have googled all the answers, which might explain why vendor satisfaction is low.  Covid has made that even more difficult.  I'm looking for advise on how to approach selling in the new "abnormal."

Indeed, many customers have arrived at select best on their own.  As a vendor, you still have to get to the why of what people want and what are they expecting to make sure your option is the best one

More than ever, you need to be seen as a resource, even before selling them a thing. The question is how can you present yourself as an expert and an expert at what specifically.  Posting on linked in, interacting with others, providing perspective, some type of 'free' valuable information or service you can provide, a blog, write for an industry journal are some ideas.

A few years ago I "coined" an acronym OIL -

O - Obsess about the value you create for others (e.g. find ways to collaborate with others so that your clients spend less time and money and get better outcomes)

I - Increase your access to decision makers (e.g. create speaking opportunities for them)

L - Listen to others and then take an action that helps them and proves that you heard them (e.g. help them get something they need and that you do not offer)

Paul - I LOVE this....

I think the other piece is that how we sell is changing. We may not need the large sales teams of the past. Automation has helped us get to a broader reach.

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