“Remove the sales process, become a guide, become a trusted advisor and get more prospects becoming customers and sales in your business.” – Tom Burton in today’s Tip 1219
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Tom Burton. Tom has over 30 years of experience helping forward-thinking businesses develop and implement innovative, technology-based strategies and solutions that drive sales and predictable revenue growth. Tom is currently a co-founder in LeadSmart Technologies which has developed a unique CRM platform. Here he is:
Tom Burton: In today’s world, B2B prospects want to be in control of their own buyer journey. In addition, many prospects don’t want to deal with a sales representative at all. In fact, Gartner research suggests that up to 50% of B2B prospects would prefer a rep-free experience when evaluating and purchasing B2B products and services.
So how do we deal with the shift in mentality and what the buyer is looking to accomplish in today’s world and be successful? And one of the things that I talk to sales teams about regularly is changing your mindset. So change your mindset from the viewpoint that your job is to make a sale, but change it to take the viewpoint that your job is to be a guide, a consultant, a facilitator to the prospect that your job is to help the prospect make sense of all of the information and all of the data that they may find when they’re out searching the internet and Googling and so forth.
And maybe, more importantly, provide them a roadmap and provide information in the right sequence that is going to be the most relevant, most value at the right time. And by changing that mindset and then looking at your job from that mindset and then employing outreach strategies, sales strategies, even closing strategies around that point of view that you’re a consultant and a trusted adviser. And if you look at things through that world, it really can start to have some very, very monumental shifts in how you do things and very, very monumental shifts in your results.
And I’m not saying that this is easy, it definitely takes some work and some thought. But in today’s world, as I said in the beginning, buyers want to be in control of their own journey. And the reason that many of them want to rep free experience is they want to avoid the sales process. So remove the sales process, become a guide, become a trusted advisor and get more prospects becoming customers and sales in your business.
Scott Ingram: For links to connect with Tom and to get on the list for his upcoming book: The Revenue Zone, just click over to DailySales.Tips/1219. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!