“Follow a way of working that makes you concentrate on the customer, on what it is that’s going to be important to them” – Fred Copestake in today’s Tip 972
Are you still using old-fashioned techniques?
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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 Fred Copestake. Over the last 22 years, Fred has traveled around the world 14 times visited 36 countries, and worked with over 10,000 salespeople. He has taken the things that really make a difference in modern selling and put them in his book ‘Selling Through Partnering Skills’. Here he is:
Fred Copestake: This tip is, stop being old-fashioned. So this tip is taken from one of the challenges of one selling that I see that I call Oldie Worldy. So Oldie Worldy is where salespeople use old-fashioned techniques. They just don’t work. So it could be that they become quite self-centered. They talk about themselves. They talk about their products, they talk about their organization and it’s something which customers don’t really want to hear about. It could be that they become too technical. They get bogged down in detail. Again. They become product-centric. They talk about all the increases of the service, which again isn’t important to a customer or it could be. And for me, this is the worst thing. They just use plain old-fashioned techniques that do not work anymore, is poor practice.
Solution of this is to flip to follow into focus. So it’s the flip where the center of attention is. Concentrate on the customer, concentrate on their issues, concentrate on their concerns, think about what their trial achievers individuals. Don’t be so self-centered. Follow a better process. Follow a way of working that makes you concentrate on the customer, on what it is that’s going to be important to them, and really make sure your focus is on using modern techniques, things that work, being more collaborative, working together to co-create an add value. There is a way that salespeople can stop being so unfashioned and to become more modern in their approach.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!