4 Skills that Require Commitment to CHANGE

The driverless future is just down the road.  Sound crazy?  Not according to Lyft’s Taggart Matthiesen.

 

“You have to go across town for a meeting.  It’s raining traffic is heavy. You know this; maybe you’ll discuss the best route with the driver.  But when the car pulls up, you realize there is no driver. And the car seems to have all the information you do, and then some.  You get in, verify your identity, and relax with some music-your Spotify playlist streaming from the speakers.”

 

Is CHANGE coming or is CHANGE living all around you? 

 

As sales people, perhaps a more important question is, how well are you adapting to CHANGE and truly making the necessary adjustments required to achieve sustainable results?  Status quo or believing that change is for the other guys is the first indication that you are disengaged and have accepted a “harvest” approach to your business.  Bluntly, are you letting the business pass you by?

 

4 Skills That Require Commitment to CHANGE

 

1. Prospecting

 

For some reason salespeople forgot that prospecting is the foundation for growth and ultimately success. The adage to prospect, always and all ways, is more relevant today than ever before.  Phone, email, text, networking, face-to-face are all applicable.  What about social media?  What are you doing everyday to build your online brand and capitalize from your social equity?

 

2. Targeted Messaging

 

Consider the fact that today you are working side-by-side with four generations.  Recognize that how you communicate across this environment is the first step to aligning with the needs and wants of the person you are trying to attract.  Next, your messaging must also align with the individual persona and what top-of-mind challenges and objectives are associated with that position.    

 

3. Sales Process

 

What may have worked for you in the past should not be confused with a structured, repeatable sales process.  Have you adapted your skills and developed an up-to-date “playbook” to improve your winning percentage?  What does it mean, today, to properly plan for an executive sales call?  What tools do you have to help you qualify, understand and truly position you to outsell the competition? 

 

4. Trusted Advisor

 

Do you refer to yourself as a trusted advisor or do your clients elevate your standing because of the services you provide?  Today’s client has more information at their fingertips than ever before.  Here are a few gut checks:

  • Why does a client need to meet with you?

  • What value are you bringing to the conversation?

  • Do you accept that you only job is to solve your customers problems?

  • Are you meeting with a client to understand or to win?

 

All too often, sales representatives adopt a level of complacency, rather than align with what’s changing around them and making the necessary adjustments to be relevant and purposeful to their changing customers.

 

Butler Street’s Sales Training curriculum begins with a dialogue about CHANGE. 

  • What’s changing in your market? 

  • What do your customers expect from you?

  • How do you better position yourself to bring the highest value to your client relationships?

  • How willing are you to adopt change?

 

Step up to the challenge of change.  Join us for the discussion.

 

 

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