There are a set of skills every modern seller needs to have in their arsenal. In the 21st Century Sales Professionals and Brand Reps need to think like entrepreneurs in order to harness the power of those skills.
What has changed that requires that we make the delineation of “modern seller?”
It should be no secret to sales professionals and brand representatives that prospects and clients have changed the way they want to interact with your business. These days they often have all the information they need about your service or product. That means we are no longer educating clients on our products, we’re in a position to serve as a consultant to help them discover how our product can be applied best to their situation.
Modern sales skills must be applied in a values-based way
We all know what it feels like to be overwhelmed. The amount of correspondence and data I personally deal with on a daily basis is only one example of the type of things that contribute to those feelings. All of us have finite resources of time, energy, motivation, and discipline. As modern sellers and ambassadors, we must recognise that fact and identify where we want to spend those finite resources. It’s not your typical decision – it’s a values-based decision that we’ve got to learn how to make. If we can do it successfully, we’ve just learned the most important sales skill we could ever learn – and our effectiveness at serving customers and providing them with the value of an ongoing consultative relationship will only increase over time.
The quality of your relationships will dictate the quality of your sales results
There’s simply no way we can have even elementary level relationships with the 1500 people we are connected with on LinkedIn. We’ve got to be selective, choosing to invest our time in the relationships that will serve our goals and our customers best. It’s knowing how to best use our social capital, which I like to think of this way: Social capital is the collective value people create when they are in a strategic relationship. People who get this understand that the quality of their relationships determines the quality of their sales results. For that reason, they make intentional decisions about the relationships they build and the goals they set for themselves.
Sales ambassadors earn the right to be a trusted advisor to their customers
There is a phrase in modern business called “Combative Diplomat,” but put much more elegantly – is that modern sellers are all ambassadors. The concept is simple and once you get it, it changes the way you view your role in your sales and prospecting process. An ambassador is a bridge – a person who brings things and people together. An ambassador is an owner – a person invested in their company and their results. An ambassador is a value creator – a person who works to serve others and enable their success.