Have young salespeople that depend a little too much on technology? Introducing a small dose of the traditional sales strategies can go a long way toward solidifying them with a broader customer base. Try these three steps.
Read an Oldie but a Goodie. Tim Meffert, owner of Proforma Effective Solutions (asi/491215), likes Jeffrey Gitomer’s Little Red Book of Selling by for its basic selling principles. “Some people might think it’s old-school, but to me it goes back to do your follow-up, do your preparation,” says Meffert. “If you said you’re going to do something, do it.”
Zachary Tyler, CEO of Creative Marketing Concepts (asi/170631), says The Psychology of Selling by Brain Tracy states concepts which hold true over time. “It’s the one book that matters,” Tyler says. “I still read it today and have epiphanies from it.”
Understand Any Personality. Lisa Peskin, CEO of consulting and training company Business Development University, recommends using the DISC behavior assessment tool to figure out how to deal with different personality types. DISC centers on the traits of dominance, inducement, submission and compliance. “It allows you to understand yourself better as well as your prospects better,” she says. “And it allows you figure out the best way to deal with different types of individuals.”
Go Back To School. Richard Ruff, managing partner of consulting firm Sales Momentum, recommends online sales courses that offer access to timely and high-quality training without high costs or pulling salespeople out of the field for a couple days. Choose courses that provide insight on navigating through this period of disruptive change. “If buyers change how they buy, you’ve got to get aboard that train,” says Ruff, who recommends the hosting platform udemy.com. – STS