In this episode of What’s Wrong With Revenue? we went back to sales and talked in detail about how important it is to have a sales process where sales reps are guiding prospects and not trying to sell them or convince them to buy.
During the show, Eric and I shared some very specific examples of what it means to guide someone through their buyer journey, as opposed to trying to convince them to do anything.
We dug deep into the psychology behind how humans think, the way our brains work and why people put up barriers when they feel like they’re being sold to.
Across every industry, today’s prospects don’t buy like they used to. They don’t need sales and don’t want to talk with a salesperson until it’s absolutely necessary. This change should be changing the way you sell, too.
Your sales process should be modeled after your prospects’ buyer journeys and designed to position your sales reps as guides who are helping your prospects navigate their own journeys to a safe purchase decision.
Once you start thinking like this, everything unlocks, and the tools, techniques and technology shift dramatically.
Eric went through an example of a guided sales process and the steps required to work with people the way they want to be worked with.
We also shared a number of examples for the new set of tools today’s sales guides should be using, including video, content in context to the conversations they’re having with prospects and a reference reel.
One of the best ways to arm your sales team with the right tools is to identify all the questions prospects ask at each stage of the buyer journey and start equipping reps with content that answers these questions proactively.
Finally, we talked about the importance of marketing and sales alignment today. In fact, it’s almost impossible to execute a guided sales process without having marketing on board, without having company leadership on board and without realizing that the way people buy has changed.
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