Brian Tracy says sales isn't dying, it's changed. AI and social media moved the pitch into the customer experience. Modern salespeople need to listen carefully, understand the problem they solve, and use technology to strengthen relationships, not replace them.
Is sales a dying profession? Your success in selling will be in direct proportion to what you do after you do what you're expected to do. Brian Tracy Although some people consider sales a dying profession, it's a myth. The truth is, sales will always be around. But the system of sales has evolved. Technology has shifted the sales space, integrating artificial intelligence and instant access to support into what sales model used to look like. One thing is certain, people will always buy and they always need someone behind the scenes selling it to them. Have things changed? Absolutely. Changes will continue to come down the pipeline, but the use of technology will elevate the sales profession to aid, not replace sales. What society has known as the sales pitch is now delivered through the customer experience. The days when salespeople would hound customers trying to make sales are gone. It's all about nurturing, capturing leads and being available to that customer once they're ready to have the conversation. If done right, the customer will have that conversation and a great experience, and it will be with you. Here are some tips to evolve your sales process. First, understand your customer. Today's consumer does research on the business and the brand before they even consider giving it a second look. They try to avoid sales reps instead wanting someone who can help them solve a problem. The key is in selling the problem you solve, not the product. It's all about building those relationships. Second, utilize information. With so much information at your fingertips, using information can improve the sales process and how efficient you work. Utilizing the power of bots can help with initial conversations to make sure you get to the right person. And it also helps the salesperson begin the all important one on one conversation. Third, develop a strong but friendly Persona. Although everything is at the fingertips of a consumer, they still need assistance at some point. It's your job as the salesperson to guide them through the sales process to build and gain trust. While doing this, it leads the customer to rely on your judgment now and in future purchasing decisions. Fourth, one of the most important things a salesperson must do is listen. What is the customer saying to you? As salespeople, the first thing they want to do is make a sale. But careful listening is key. It's the starting point for creating the trust needed to keep the customer engaged and returning. It's important to focus on the person, not what you as the salesperson want to accomplish, which is the sale. Although it sounds easy for salespeople, it throws any other previous training out the window. No more scripts. It's all about creating a relationship that lasts. This creates the type of winning relationship that gets the sale over and over. The way you listen, speak and build that relationship matters. Salespeople must learn to leverage the tools available to streamline their process. The future of sales has elevated into something more relatable and human in this process. Salespeople must embrace this change and see it for the positive rewards that it can deliver. Now they can focus on the work they love to do while transforming into trusted partners that have learned the art of solving problems, not selling products. The sale comes as a byproduct of being a trusted ally through knowledge and sharing of information. This starts with training the mind to do something different. Positive thinking helps shift the mindset towards accomplishing goals instead of looking at the changes as something negative. Truthfully, the evolution of sales creates a huge opportunity for salespeople to interact on levels they never have before. The power of social media, mobile applications and bots help navigate processes while equipping customers with information before they ever get to a salesperson. This gives the salesperson additional opportunities to explain, make recommendations, and have authentic and transparent conversations based on what the customer needs, not what the salesperson thinks they want. It's a completely different customer experience that provides value, cares about what the customer is thinking and feeling, and raises the standard of how the inadvertent sales pitch is delivered. The bottom line is sales will never, ever be dead as sales transactions occur in almost everything we do. Although the way sales functions may have changed, the underlying techniques remain the same now. We'd love to hear from you. So our question today is how has sales changed for you? Leave a comment below and we'll be sure to follow up with you. Thanks for watching and as Brian Tracy says, if you want to change your future, take action. And take action.
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