Notice how selling has become more challenging in recent years? Harder to reach buyers, shorter sales calls when you do talk, and aggressive competition trying to take business away from you. Join me as I share how you can lead your team to tighten up their selling messaging and improve their selling impact…so you can sell even more!
Think it's time to be tightening up your selling message? Hi, I'm Jim Pancero, helping you become a stronger leader of your sales team. And the reality today is sales has dramatically changed just even in the last few years. Have you noticed that buyers are a lot harder to reach today? We're having fewer sales calls because of it. And the sales calls we do have tend to be shorter. Customers not giving us as much time as they have in the past. Even our loyal customers.
This is a time, as the leader of your sales team, to be reviewing and analyzing what is it your salespeople are saying. What is their message of uniqueness? How long does it take? We can't be going in like the old days and spending 10 minutes telling the customer all about our business and why you're unique in our product lines that we offer. We need to be getting our message down to one-minute messages at times of why do you want to buy from us? How can we bring value to your business? How can we help you increase your profitability?
The reality of the day is that even though selling has changed significantly, a lot of salespeople are still just waiting for sales to get back to normal. This is a time for you as a manager to be going to your team and saying, "Let's review, what is it? How do we tighten up our sales message? How do we follow the steps of a sales call to make sure we're more efficient and effective in the calls we make?" If we want to get our messages across today, we're going to have to realign those messages to make sure they fit the culture in the brief culture today of selling that exists in our markets. Would love to know what you're doing about this. Love to know how you've been working with your team on these efforts.