I blend high-touch with high-tech. I teach what I call Rapport Selling, that will be about being truly customer-focussed and engaging at a very personal level. But I also embrace the use of high-tech, with video, podcasts, blogs, Flickr slide shows, and more.
I believe that’s really important, because organisations and their leaders just can’t disregard the impact of technology and the Internet in the entire sales process. It’s not just for tech companies; it’s for everybody. That’s why I wanted to generally share with you how a Internet has changed selling.
So join me now as I’m being interviewed about my insights in this area.
What else, apart from the Internet, maybe you have noticed has changed about just how people buy?
I’d say you will find 4 changes in how people buy and they are not directly linked to the internet.
The very first is technology in general that has improved immeasurably to encourage more communication whilst mobile. Yes the internet makes for the social media revolution however the devices needed to be there in the very first place buy usa youtube views. This enables consumers to purchase on the go, truly mobile.
The next change is globalisation – a fairly grand word but this means for consumers they have vastly more choice than many years’ago and can purchase from the newest economies of the Far East and South America. In fact consumers demand more choice now and expect it.
Thirdly, buyers are a great deal more demanding than ever before. By this I’m not just talking about product and services and their suitability however the service levels that surround them. Consumers want better customer service and can now voice their opinions and be heard.
Finally I believe buyers are more in control of the buying than ever before. Yes the internet has allowed this, but it is also the greater education and access to information that individuals haven’t had before. And this brings the outcome that buyers will not endure being sold to. Yes they like buying, but will not be sold to anymore, those times are long gone.
Think about the impact of the Internet? What does which means that for sales leaders and their teams?
The net has caused enormous changes to just how buyers consume products and services. It’s game changing and sales teams ought to obtain with the changes or wither on the vine. And to be fair, many have, however many continue to be dragging their heels refusing to move far from their 1980’s sales processes.
How has the internet impacted? I’d like to look at three major impacts.
Firstly the sales process has undergone a seismic shift within the last 5 to 7 years since the internet has really taken off. This shift is a results of the internet being a truly shared experience with consumers contributing content rather than just the big wig web site developers who created web pages in the time as much as about 2004. Known as Web 2.0.
Imagine the planet earth shifting on its axis, just several degrees. The effect on the surroundings, the current weather could be catastrophic and Hollywood has made a number of disaster movies with this event.
The buying process has shifted and is no longer in accordance with our traditional sales process.
In the past customers would realise they have a significance of something and head towards the legions of salespeople by foot, by phone, and engage with the sellers. They’d discover the salespeople via advertising, in the High Street or they’d ask their friends for a recommendation. Sellers would ask questions about their needs and promote the most appropriate product, which they knew a lot about, and if they certainly were great at closing, would secure the sale. It worked.
The next impact is that buyers are in possession of more control within the sales process.
Now consumers realise they have a need, the urge to purchase hasn’t changed but this time around they do one of three things. They’ll fix the requirement themselves by accessing the internet, Google, YouTube. Or they’ll ask their friends for a suggestion but this method is multiplied because most of us have so a lot more friends online in our social networks, we’ll even solicit advice on reputable salespeople from strangers because we believe these individuals more compared to advertising that also intrudes our lives.
But the most frequent way to satisfy our need, the itch is to seek a remedy or scratch from the internet. We’ll Google the requirement and research thoroughly on the internet, seeking recommendations once we go. Much can be acquired to us to purchase there and then; I’ll speak about commoditisation shortly. If they’re seeking the services of an organization to satisfy their need, they’ll research your competition together with you, and in certain situations end up learning more about your company than you could possibly know.
Consumers are becoming expert at researching and using the internet to discover what they need.
The point is though, that by the full time we reluctantly call a salesperson or visit an organization that sells the product, we’ve already constructed our mind regarding solution. We all know what colour we want, what spec and just how much is the cheapest possible price for the service. Salespeople are becoming order takers and can’t use their charm and persuasive abilities to alter our minds.Read More