Traditional sales vs Instinct based selling
Traditional sales vs Instinct based selling
- In old ways of selling higher probabilities and number games played an important role. For an eg. If you make 100 calls only 10 prospects will show the interest and 5 will have discussions and 2 will result in opportunities.
- In new ways of selling you make 20 calls and 10 prospects will result in discussions and 5 will emerge with qualified opportunities
How to exercise Instinct selling.
- If you are convinced you can convince.
- Know Clearly what you have to sell and who will need it. Define clearly your value advantage.
- Have knowledge of the latest trends and market. Conduct sales calls with consultative approach
- Major differentiator can be made by the person who reads multiple magazines/books, joins subject matter groups, and intelligently uses Linked In, Twitter.
- Profile prospects through references and understand their thinking process through their blogging and twittering.
- Finally – Bundling all your experiences in few words during your calls. This is like when you have diagnosed the patient with disease you need to give capsule to cure them. A capsule can take more than 10 years by a pharma company to create; once this capsule starts giving results millions can be cured.
Once you have this instinct capsule – you can create millions of dollars for yourself and your organization.
I completely agree with the approach suggested above. I’d like to add this to the list.
1. Understand the need of the customer before making the pitch.
2. Know their pain points and then customize your proposal accordingly.
3. Let the customer speak about their past experiences and alter your presentation based on their inputs.