Dec 1, 2023
In this episode I discuss modern selling techniques and strategies, exploring how sales professionals can adopt a contemporary approach to securing business deals, focusing on the value framework.
I explain the importance of validating through an understanding of the ideal customer profile, developing a unique value proposition, and honing messaging to cut through the noise.
I also discuss the significance of doing the right research, such as creating an account plan, identifying the decision-making unit, and conducting a SWOT analysis from the customer's perspective together with the importance of understanding a sales director's goals, pressures, and dreams using Chat GPT.
Listen in for this episode on the modern world of sales
--------- EPISODE CHAPTERS ---------
(0:00:00) - Modern Selling Techniques and Strategies
(0:08:10) - Sales Strategies With AI and Humans
(0:18:58) - Benefits of Steep Learning Curve
--------- EPISODE CHAPTERS WITH SUMMARIES ---------
(0:00:00) - Modern Selling Techniques and Strategies (8 Minutes)
This chapter explores how sales professionals can develop a modern approach to winning business by thinking like a partner. We discuss the value framework and highlight three key areas for each part of the framework. In the "V" part, we emphasise the importance of validating by understanding the ideal customer profile, developing a value proposition, and improving messaging to cut through the noise. In the "A" part, we discuss the importance of doing the right research, including creating an account plan, identifying the decision-making unit, and conducting a SWOT analysis from the customer's perspective. Finally, in the "L" part, we talk about leveraging relationships by building trust, understanding the customer's goals, and creating a roadmap for success. By following this blueprint, sales professionals can achieve consistent success in today's collaborative selling environment.
(0:08:10) - Sales Strategies With AI and Humans (11 Minutes)
This chapter explores the role of a sales director in an engineering company and how to effectively sell to them. We discuss using Chat GPT to gain insight into the sales director's goals, pressures, and dreams, as well as leveraging this information to ask effective questions and structure meetings. We also touch on the importance of proposals and how digital sales rooms can be used to present information in a dynamic and engaging way. Overall, this chapter emphasises the value of helping customers think and bringing unique perspectives to the table in sales interactions.
(0:18:58) - Benefits of Steep Learning Curve (1 Minutes)
This chapter focuses on the importance of having a speed to competence or a steep learning curve in sales. Listeners are encouraged to take the collaborative selling scorecard to assess their sales approach in today's environment.
Take the Scorecard
Watch this episode on YouTube