Sales Leadership with Jim Pancero

Could you increase your sales by better understanding what your buyers really want from you today?

August 06, 2021 Jim Pancero Season 1 Episode 34
Sales Leadership with Jim Pancero
Could you increase your sales by better understanding what your buyers really want from you today?
Show Notes Transcript

Post-COVID, several buyers are re-evaluating and redefining what they want most from the vendors and sales reps calling on them. How comfortable are you that you and your team really know what your buyers are wanting and expecting today from the people calling on them? Join me as I share three immediately implementable ideas that can help you and your team to learn more about what your buyers really want…so you can sell even more!

Hi, Jim Pancero helping you become a stronger leader of your sales team. One of the ways we can do that is to make sure that you have the latest awareness of what your buyers really want from you.

These last 18 months of the impact of COVID and the shutdown on most people's businesses, or at least the disruption of how you did business, has caused a lot of buyers to reassess, to refocus and redefine what they want from salespeople. This is a great opportunity to make sure your team is truly customer focused by going back and interviewing your customers, especially your most important ones, of now that things are restarting again what is it they really want that can have you providing the most help and the most value to their company?

One of the first questions we ask is, how do you want to meet with us? Would you rather us meet virtual or on site by having a sales rep come out and see you? Or do you want to have us do it by Zoom or any other platform? How would you like us to be communicating with you?

The second question is, how often would you like us talking with you? How often would you like us there? Especially if this is an ongoing customer of supply, that you're one of the regular suppliers, how often do they want to see you? And just as important is, who do they want to see and who would have the most impact to help them in their business? Do they want to be talking to your managers? Do they want to see their sales rep on a regular basis? What about your technical experts? And finally, to be asking them, this is a new world, this is a new environment, what can we now be doing that could be of even more help and more value to you and your company?

Frankly, just even asking these questions of a customer tends to impress them that you're at least concerned for what they want and need and trying to address it. This is a time that we need to increase our persuasiveness, this is a time that we need to increase our outreach to customers, but this is also the time that we need to make sure we really understand what is it they like from us, not just what they used to like. This is a great time to be doing the interviewing. This is a great time to be doing this kind of research.

Would love to know how it goes for you. Would love to answer any questions. Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage. I hope you check them out.