Here, 11 Fast Company Executive Board members share the best way to pivot your sales strategies and transition your team away from a “transaction now” mentality when dealing with potential clients. They also discuss how to maintain a good balance while still making the deal.
1. BECOME EDUCATED ON THE CLIENT’S LONG-TERM PROBLEMS FIRST.
One key component is learning about the long-term problems that the client is trying to solve rather than rushing into offering an immediate solution with what you have on the shelf today. The right sales strategy needs to balance what you can do to build trust today to execute on their current needs while considering a sustainable strategy for the long term, which may include the creation of new services. – Jennifer Dixson Hoff, Colibri Real Estate
2. CREATE A TRUE PARTNERSHIP BY BUILDING MUTUAL TRUST.
Position your company and people as true partners to potential clients, and build relationships based on mutual trust. We see our clients and prospects as much more than customers; we’re partners working together to achieve goals and accelerate growth. Come to the table with thought leadership, innovative ideas, and meaningful experiences, rather than simply selling a product or service. – Eric Miquelon, Avanade
3. SHOWCASE YOUR COMPANY’S EXPERTISE, PERSONALIZED EXPERIENCES, AND FRINGE BENEFITS.
It is important to shift the focus to building relationships and understanding clients’ long-term needs, rather than just closing the deal. Showcase expertise, personalized experiences, and the long-term benefits of nurturing client relationships. Encourage consultative selling, where your team actively listens and provides tailored solutions, emphasizing value over quick wins. – Krishnan Venkata, LatentView Analytics Corporation
4. INCLUDE A HOLISTIC MIX OF PRODUCTS TO DELIVER CUSTOMER SERVICE AND REDUCE CHURN.
Sales reps are coin-operated, which requires more thought about the reward within the compensation plans. Make sure you align the reward with the outcomes you are seeking. That may mean aligning more on a rolling quota model or higher commission on certain deals, including a more holistic mix of products that may deliver more customer service and reduce churn. – Michael Cupps, ActiveOps
5. MEET PROSPECTS WHERE THEY’RE AT RATHER THAN THE ONE-SIZE-FITS-ALL APPROACH.
Personalization and providing true value are key. New data found that 63 percent of employees in sales-related roles work with content that isn’t personalizable enough for their customers, which interrupts the value thread across the customer lifecycle. When enterprises focus on meeting prospects where they’re at rather than a one-size-fits-all “transaction now” mindset, they can build lasting relationships. – Irina Soriano, Seismic
6. BUILD A STRONG PIPELINE OF OPPORTUNITIES TO RELIEVE IMMEDIATE PRESSURES.