Are you scrambling to sell your product or service in today’s highly disrupted and dynamic environment?
Traditional businesses are challenged by digitization and automation, and Sales Teams must look at new ways to sell and grow amongst this disruption. Here’s how:
1. DEVELOP SITUATIONAL AWARENESS TO UNDERSTAND YOUR CUSTOMER’S NEEDS
If your team doesn’t know what its threats are, or doesn’t know the effects of its actions, it won’t survive. You’re what Fighter Pilots call ‘tumbleweed’—just blowing in the wind.
Instead, your team needs to know what’s going on around them. It needs to have situational awareness or, in fighter pilot speak, ‘SA’, to be agile and ahead of your competitors at all times.
Even more powerful is creating SA for your buyer. Helping the buyer develop clarity as to their objectives will enable you to offer a tailored solution aligned to the buyer’s actual needs.
2. SERVICE EXCELLENCE THROUGH DEBRIEFING
Mastering any craft takes numerous iterations of improving on previous performance. Sales in no different. We also know that understanding a customer’s needs allows you to curate valuable tailored solutions.
A structured debrief will allow you to improve your own performance as well as understand the challenges and future needs of your customers. Here’s how:
Result – What’s the result your client is hoping to achieve through engaging your organisation. If you’re not clear, these a good reason they’re not either.
Reason – What is the reason they have developed this desired result? Through this question we may be able to identify a suite of services to come back to the client with, to assist them with achieving their result.
Response – Undertake to come back to your client with a clear plan that allows them to achieve their objective, with you as the key resource.
3. DISCIPLED AND COLLABORATIVE PLANNING
Fighter Pilots don’t plan on their own, they bring in specialists from intelligence, maintenance, weather, weapons, and terrain who can contribute to ‘building the picture’ or have the situational awareness they need.
Sales Teams are no different. Their plans will include how to deliver what the client wants, so consider including your client in the planning process. Nothing beats that for improving the quality of both the plan and the client relationship.
Our approach to Sales is like no other. By using a disciplined Sales planning process and customer-centric debriefing, you will fuel annual sales strategies, weekly account plans, and single-sales-call plans like never before.
· Virtual or In-person
· 1 to 3 hours with workshop options