21st century selling
Please, Please Please. Stop selling likes it’s 1999! There are far too many salespeople who still think that the things that were successful in the 1990s still apply to effectively selling to customers today in 2020.
Breaking news the 20th century is over. If we want to keep helping our customers solve their problems, we need to start thinking like 21st century professionals.
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The Covid Opportunity
While a global pandemic is a terrible thing there are also some great positive possibilities.
I have helped business build very successful remote sales systems for more than 2 decades. While the world has rapidly changed for many people, those who had already embraced remote selling didn’t skip a beat.
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Service is everything
To lead is to serve. I know some people would disagree but if you really think about it, the leading businesses all have one thing in common. They all serve their customers better than anyone else.
How can you develop a business culture of service? It starts from the top. Lead by example. As the business leader you must serve your people just as much as you serve your customers.
Here are 5 ways you can improve your level of service.
Needs without Wants
Far too often sales leaders teach their reps to uncover their customers needs. Unfortunately, there is a big problem with this. Think about it in your own life. When you need something to you go out of your way to get it right then and there? Or do you put it off until later?
For example, if you have a leaky faucet do you fix as soon as you discover it or do you wait until it gets worse? For most people if the problem is not to painful, they wait until the pain becomes unbearable. Then and only then are they ready to do something about it.
But when you want something. You will do what it takes to get it as soon as possible.
The same principals apply to sales.
What is Value?
Too often sales professionals are told by their leaders that they must create value. However, there is a fundamental problem with this advice. Value is not what you say it is. Value is what the customer says it is. If you don’t understand what is of value to the customer you are just doing a lot of talking.
Your customers are experiencing more than you might think
In 2018 there are many reports about customer experience. Many businesses are setting up entire departments or teams focused on it. Many however are struggling to understand just what customer experience is and what it means for their business.
Your customers experience encompasses every interaction they have with your company, direct and indirect. Your website must provide a great experience no matter what device your customer is using. When they meet with your employees face to face, or speak to them on the phone. Even the documents such as invoices and letter influence how your customers experience your company.
If you are not sure that your customers experience is what is should be working with an independent professional business consultant can help you provide more delightful and profitable experiences.
Why Work with OSY Services LLC?
Business owners want to focus on doing what they do best. Building products and delivering services. Business process management (BPM) is normally not their main priority. BPM affects every aspect of their business. From operations, customer service, customer engagement, sales, even billing, and collections.
As a business owner you want the best returns for your investments in as short a time frame as possible. How can you increase productivity, efficiency and profitability while growing your business?
One way is working with OSY Services LLC.
Lowering operations cost, improving sales cycles, streamlining delivery, and helping you provide a delightful customer experience are just a few of the results you can expect.
With a customized plan specific to your business, you can get better financial results, and your staff will be more effective in every way.
The only way to know if you can quickly gain higher revenue through improved processes is to request your business process assessment today.
How to prove your solution is the right solution.
Ensure you have properly defined what problems your solution solves.
Ensure you understand the problems your prospects have.
Ensure your solutions align with your prospects problems.
Present evidence that eliminates any doubt about your solution.
If you are not sure how do develop a process that will allow you to provide the proof needed to win 99% of the time then a process improvement professional can help.
Customer Success Management
Customer Success Management seems to be the new buzz word in just about every industry. Businesses are trying to figure out how they can maximize revenue from their existing customers. One of the challenges they are having is trying to force old ways of thinking on to their customers while using new words to make it appear fresh and new.
This can have the direct opposite effect. The truth is entirely new processes need to be implemented. Implementing new processes is a full-time job and requires someone who is not invested in the status quo. Working with an independent consultant may be the best way to effectively enact meaningful change. In order for customer success management to be profitable your business must think outside the box. The best way to do that is to work with someone who is not already inside the box you currently have.
Customer Success Management is the future of account growth. Companies who work with professionals with the vision to see what those within an organization can’t, will be the ones who prosper the most. Many of the methodologies developed for customer success management can also be used effectively with your customer acquisitions team as well.
Businesses who are seeking greater profitability, and enhanced efficiency in their business operations would benefit greatly from working with a professional. Someone who could help them see the greater possibilities. With customer success management consulting they can greatly increase their profits.