Page 61 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

6
Manufacturing Helpful Salespeople Your Buyers
Trust

Today's buyers have all the control in the buying/selling process. Buyers can
easily go online and find the top vendors in a given space. They can research
differences in price and functionality across the various vendors. Buyers can find
customers and ex-customers to talk to in social media. Often, buyers can try the
product online for free, and sometimes they can even buy the product right there
online.

“Buyers should not be asked to understand the salesperson's solution and
how it can help with their own goals. Instead, the salesperson should
understand the buyers' goals and how his own solution can help achieve
those goals.”

So, why do we even need salespeople?

Good question.

In this new buyer/seller paradigm, salespeople must prove their worth by adding
more value to the process. Sales is no longer about memorizing the call script,
the price book, and the top 10 objections. It's about being a genuine consultant
and trusted advisor to potential customers.

Train Your Salespeople to Experience the Day-
to-Day Job of Potential Customers

Salespeople need a high degree of business acumen in order to fully understand
their buyers' goals. Salespeople need to transform their product's generic
messaging into a customized story that resonates with the buyer, addresses the
buyer's needs, and uses the buyer's terminology.

The best-trained salespeople have experienced the day-to-day job of their
potential customers.

This modern form of selling requires the salesperson to truly understand what it's