Today’s guest post is by Bill Butler, CEO of Journey Sales.
In sports and sales, it pays to start the game strong. That’s why we practice and build game plans – so we can command an early lead and build momentum to an eventual win.
When the salesperson starts a sales cycle strong, the probability of winning is greater than 50 percent. Customer engagement early in the sales cycle defines the top performers and separates them from average salespeople.
Most salespeople can effectively manage the later stages in the sale and close in a reasonable amount of time. The top performers understand the importance of early-stage customer engagement and do this instinctively. They’re not following a company sales process. They’re immersing themselves in the buyer’s journey.
Poor customer engagement occurs when prospects believe salespeople add little value and therefore are not worth engaging. Today, customers also prefer to educate themselves, which they can do readily given the widespread availability of information and resources online about companies, products, and services.
To improve customer engagement across the entire buyer’s journey, we need to think beyond our standard attempts to improve in the areas of sales training, hiring, or sales methodology. We need a new and disruptive approach to sales and customer engagement that allows sales reps to consistently perform as consultative, trusted advisors.
First, we need to embrace the fact that customers educate themselves. Smart Rooms by Journey Sales (referred to as the Sales Office in the Cloud) is an innovative solution that allows the customer to self-educate while providing the sales team a platform to engage. Salespeople can rely on the Smart Room to deliver the messaging and insight, allowing the salespeople to focus on two critical sales skills:
- Agile Selling: In Smart Rooms, salespeople can read the digital body language of the customer. Instead of guessing, we listen and adjust the Customer Smart Room and Sales Strategy.
- Collaborate Selling: It’s rare today that purchase decisions are made by one person. Typically buyers collaborate as a team to review products and evaluate value. Smart Rooms provide the perfect experience for salespeople to become part of that collaboration.
Many salespeople are passionate about improving their selling skills. The problem is, they’re stuck with old sales techniques and tools. The difference between good and great is your game plan. Salespeople need the ability to start the engagement strong and maintain that momentum throughout the buyer’s journey. This skill can be developed with the help of Smart Rooms.