Now that selling is more digital and remote, how do you better connect, build trust, and win the business?
In my interview with author, podcaster, keynote speaker and selling expert David Fisher he offered many gems of advice, to help guide a better sales enablement, transformation and performance success.
Here are just a few…
“I think there’s a couple things that are really important to keep in mind as we are going through this evolution… as we are going through this shift.
The first thing is that I don’t actually think this is new. I think this is actually part of a larger trend that’s been happening over the last 5 to 10 years. Zoom calls are not new. LinkedIn is not new. Using digital tools, this is not new. We’ve had to adopt them much more quickly, and right now we are cut off from that in person aspect. We will get back there someday. I think the first thing to realize is that …this is not a revolution. It’s an evolution, right? And I think that when you take that context it makes it less scary. And I think that’s really important. The other thing that I think is really important to remember Is that even though, yes, we can only for example see each other through a zoom call, a lot of the interpersonal skills that we developed in the in-person environment are just as applicable, and in fact I think one of the things that successful sales people are doing is going ‘OK, I don’t have all of the, you know, little nuances of in person communication available to me anymore. How do I take something like a zoom call or the like, and really go ‘How do I make that human connection first?’ Even though we are over a digital tool, how do I make that human connection?’ And if I need to spend a little more time on that…and actually be intentional before we go into the business aspect of the conversation. So, I think that that’s really where I’m excited, cuz I’m seeing this convergence of the digital with the old school traditional Human to Human interpersonal communication skills. They’re both important. It’s not one or the other.
On: Going in slow to come out fast and taking your time…
“A lot of the best sales, the biggest sales, actually start a little slower. But then the “close” is a lot faster… Because there is that trust because you’ve done the discovery. Because you are really connecting your solutions to their problems. You know, you’re not sitting there for days, weeks, months, going back and forth about whether or not, you know, they’re going to do business with you. And so, I love that idea of going slow into the curve to get out faster…”
Check out the full interview here! https://open.spotify.com/episode/7AZ9w3ASz8byz1oKBr0iCu
In short, faster is not always better, peeps!
Keep Evolving EVOLVERS!
Until next time…
#digitalselling #remoteselling #salestransformation #salesoptimization
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