Ever heard of the old Arthur Miller book, ‘Death of a Salesman’? It’s about Willy Lomas, a once very successful sales guy who has lost his edge and can’t sell enough to care for his family, so he slips into depression & alcoholism. All the tactics he once used are now gone & useless.
This may have a similar ring to you if your profession involves selling a product or service to customers today in the 21st Century or 2019! Selling has become a dirty word in many industries and businesses with customers often equating the sales process to that of the out-of-date ‘Used Car’ tactics from the 50’s. Selling the way we used to sell is long dead & buried,
There are 3 primary reasons for this.
Firstly, the average customer is bombarded with over 3,500 sales messages every week. They see it on TV, hear it on the radio, experience it when shopping, walking down the street or even answering the phone. This constant barrage means consumer’s brains have become exceptionally efficient at filtering out nearly 98% of this noise, unless it has relevance & meaning to them.
Secondly, customers have seen on the news many reports of organisations, businesses and individuals doing the wrong thing by their clients & essentially ripping them off in the process. This press has created a negative reputation for the sales process & Sales professionals in general.
Thirdly, in today’s fast paced digital world, the dynamic of seller having more information than the buyer has shifted. It is no longer ‘Buyer Beware’ because most of the time people are often as informed as the person selling the product or service. The customer has access to a wealth of information on the internet, social media and comparison websites.
All this and more, has resulted in the Death of the 21st Century salesperson. If you or your business relies on sales to keep your business flowing and your doors open, you need to change and learn how to gain customers – without the sales spin.
For more information on how we can help you achieve ‘Sales without the Spin’ contact David Hayward on 0422 804912 or via email email@example.com