Please join us onThursday, July 21st at 1:00 pm ESTfor ourwebinar, Driving Sales Team Success: Helping Sellers Harness the Chaos with Agility Selling, with Tim Ohai and Brian Lambert, co-authors of Sales Chaos.
As we all know, selling to customers is getting more complex with each passing day. We keep hearing that buyers are getting smarter through the use of technology. Sales people are urged to become trusted advisors to their customers and align the sales cycle to their buying cycle. With these and other changes, it is becoming increasingly difficult to follow the linear sales processes that managers and sales trainers push on their sales professionals. So, how do we move forward? I'd like to suggest Agility Selling. In their new book, Sales Chaos, Tim Ohai and Brian Lambert introduce us to "a new paradigm that applies the latest research and the scientific principles of chaos theory to the challenges facing today's sales professionals".
So, how did selling become so complex? It all boils down to 3 forces: the Force of the Non-Linear, the Force of Full Value, and the Force of Community. You see, customers have shifted from a single decision maker to decision by committee (Community) requiring them ot be fluid in their discussions (Non-Linear). On top of that, once the purchase is made, they want the sales rep to stick around to ensure that their every expectation is met for the life of the product/service (Full Value).
How do we, as sales trainers and leaders, handle this? By adapting our sales learning and development efforts to embrace the two rules and four habits of agile sellers. What are these rules and habits? I'll give you a sneak peek then encourage you to join Tim Ohai and Brian Lambertas they discusses Agility Selling in our upcoming July webinar.
Let's begin with the rules. First, focus on selling skills instead of the sales process when training your sales reps. Second, encourage your sales teams to meet the customer's expectation of full value rather than simply push a product or service. Already doing this in your training efforts? Then let's take a look at the habits.
The authors start with influencing others via relationships. They then move on to using insight to gain an understanding of that which is not obvious. Next they move on to executing your sales plan to provide the full value. Finally, they wrap it up with building credibility.
Now, how many of you sales leaders and trainers can say that your learning and development programs cover all of these? Some may say they do and I commend you. Have you seen positive results? For those that don't cover these can I ask "Why not?".
Regardless of your situation I encourage you to take some time to join us for our upcoming webinar where Tim and Brian will provide you some further insights.
