Stop Selling and Start Connecting
The Gallup Organization states that 70 percent of human decision-making is emotional and 30 percent is rational. When buyers emotionally connect with a brand, they buy more, pay a higher margin, and tell others about their experience. It is imperative for sales professionals to stop selling and start connecting. When they sell, that’s a transaction. However, when they connect, a relationship is created for the life of the brand.
This shift in selling has tremendous upside potential as organizations experience disruptive market forces, a change in client needs, and unseen economic headwinds. Sales professionals who intend to grow market share by acquiring new customers and increasing margins from existing customers must examine their sales edge.
Upon completion of this session, your sales team will be inspired to:
- Shift from selling to live to living to sell by creating a personal brand that attracts new opportunities and establishes credibility in the marketplace;
- Shift from telling customers about features and benefits to asking high-grade questions that unearth other potential opportunities; and
- Shift from just selling a service to fulfilling the customer’s wants and needs including how to set up internal team members for success by providing a seamless and consistent customer experience.
Brilliant Next Step: Engage Simon and his team in creating a custom Customer
Experience Program for your company.