It’s time to detach from the traditional sales way of thinking. You know what I’m talking about. The “Always Be Closing” mentality. It’s time sales organizations abandon the “what have you done for me lately” micro-management garbage that’s unfortunately still ever so common in many sales organizations.
New methods and a new mindset must be in place. But in order to make significant strides in new methods of selling or new sales beliefs is to eradicate some of the following sales clichés in our sales organizations. Here are some just to name a few:
Coach Em Up or Coach Em Out
Upsell
Always Be Closing
Hunters and Farmers
Elevator pitch
If it’s not in Sales Force, it didn’t happen
Renew
Problem-solving
Sales pitch
Activity drives results
Dialing for dollars
Sales call
Cold calling
Inspect what you expect
I’m not apologizing for addressing the truth. It’s time for companies to wake up and treat their sales people like people.
Sales is NOT about relationships. Sales is about building TRUST. Relationships are simply the end result of building TRUST with your customers. If you want to see true sales results, improve customer retention, generate new business, become a better listener, overcome “dreaded” sales objections, and to build better relationships, then follow the TRUST process—it’s the only proven sales process that works.
Stop Selling Start Building TRUST
Perhaps the most important aspect of building TRUST is TIME. Unfortunately, many sales organizations are impatient and would rather cut resources and even employees to make their “bottom line” look better on paper—whether for investors or board members. That’s a band aid and poor leadership. Instead of investing in their sales people, enhancing their product/service, or even improving customer experience, they’d rather take the ostrich with its head in the sand approach.
I’m not apologizing for addressing the truth. It’s time for companies to wake up and treat their sales people like people. If they did this, their customer retention would improve which would create a healthy bottom line.
It’s time for new methods—especially new methods that work. Want to get out of the habit of resorting to traditional sales methods? Then try the TRUST Process. What have you got to lose?
