Selling techniques have evolved over time – no argument there. What worked 20 years’ ago, five years’ ago, or even as recently as last year, isn’t working anymore. So, the question is, what sales techniques ARE working now?
The year is 2020. The year of the Rat (or should I say Bat), new beginnings, lucky numbers, planning for a new decade, the rise of AI (artificial intelligence), chatbots and 20/20 vision. It’s also the year that everything changed – and I mean everything!
Who could have predicted that a humble mammal (a bat) could change the face of a whole planet? (or maybe it was a Petrie dish in a lab which caused such disruption?)
We are often told that it’s human nature to resist change; however, it’s also human nature to adapt to survive. What is more important than that, though, is humanity’s need to adapt to thrive (not just survive).
So, it makes sense for those in business who need to sell their products or services to survive, to invest time into learning how to adapt to changes in the market in order to thrive and lead the world’s economic recovery beyond the current crisis.
“Change happens when the pain of staying the same, is greater than the pain of change.”
TONY ROBBINS
Here are 10 sales techniques that are working in 2020? (and what’s NOT working anymore).
- Proactive outreach to create sales pipeline. Cold calling isn’t working anymore in the professional world of selling – or did it really work in the first place? However, picking up the phone to make a call to actually speak with a prospect DOES WORK – when the call is (at least) slightly warm… Slightly warm means there’s been a reason for the call. Perhaps you’ve made a connection on LinkedIn, you’ve published an article, released a book or have an e-book to share that is directly relevant for your prospect. Or perhaps you’ve been referred by a mutual connection and have some specific ideas that can help your prospect achieve outcomes that can improve their business, life, or their customers’ businesses or lives.
- Online Meetings
We’ve been forced into utilising technology to meet with customers online. The result is that it is working well to drive business momentum and successful sales. The critical success factor here, is the authenticity of face to face engagement and communication, to create the foundation of trust.
As fun as it is to travel all over the country (and overseas) to create new business relationships, what we can now achieve efficiently online (even from a home office) in one day, would take several hours/days longer when travelling across the city or country, not to mention the costs involved.
- Articulating the exact outcomes your customer achieves from working with you.
Selling used to sound a lot like “your need this, you have to do that, my other clients did this, they chose that”. Now its more important than ever, to ask the customer what their current situation is, the circumstances they are in, and what that means for them. Also, uncover what their vision for the future is. Listening to them and what they are looking to achieve, guides you in how you position the value that they will derive in working with you. It’s not about what you provide – it’s about the outcomes THEY achieve from the relationship.
- Being in tune with your prospect’s timeline.
Moving too quickly to get a deal to meet quota this month/this quarter just doesn’t cut it in 2020.
Delving deeper into what is a priority for your customer and meeting them in their timeline shows the respect they deserve. Continuing to push and spam them with emails and calls (which they don’t answer) will only repel them, making it harder to re-establish trust when their time is right to move forward.
- Creating Relevant and Insightful Content for Social Media.
Statistics are showing that in 2020, social media usage has gone through the roof!
You’re probably reading this article on a social media platform, so this should come of no surprise. Simply having your own social media accounts for your own entertainment is not enough. Being responsible for attracting your ideal customer, allowing them to get to know you and what you stand for is achieved by having a ‘kick-ass’ profile with professional photos, and creating meaningful content to educate and inspire. If you’re not leveraging LinkedIn, Facebook for business, Twitter, Instagram, Pinterest etc. – you are missing out!
- Not relying on Marketing to create your leads.
Being accountable and taking personal responsibility for your lead flow is totally in fashion for 2020. Chances are, Marketing budgets have been cut, or campaigns are no longer relevant, so you’re accountable to fill your pipeline. It can’t be left up to the Marketing department anymore.
- Use an online Calendar booking app. For scheduling calls/online meetings
Playing tag on phone or email leads to frustration and wasted time. Taking control of when you are available by blocking time for customers helps them choose times for calls/online meetings that work for them – and also automatically adds the online meeting link to their schedule.
- Humanise your sales technology
The challenges of 2020 and social distancing measures have highlighted the basic instinct and need for human connection. With the rise and use of technology to streamline the sales process, now’s the time to ensure that you humanise the technology to allow for human engagement – even if its via chat or video.
- Having a Sales Mentor or Coach
If you are selling alone and not hitting your target, you need to find someone to help you improve performance – pronto! Meet regularly with your manager, seek their guidance and feedback. Share challenges and ideas with your team, work with a coach, or accountability partner, or find a mentor who can guide you to benefit from their experience and network.
- Sell with your heart – from a place of giving and service.
There’s no room for ‘Snake Oil’ sellers in 2020. Buyers can see through that a mile away. Your prospects will do their research on you and your product/service long before you even meet. By embracing all the ‘new world’ sales techniques listed above, being authentic and always selling with integrity and trust, you will shine brighter than your competitors who have not adapted in our new world.
The Year 2020 will be known in business as the year of “survival of the (sales fittest)”