Apparently experienced sales professionals, new sales people and everyone in between is over-relying on technology to get ahead. There’s nothing wrong with this, except when technology attempts to replace good old fashioned relationship skills.
Now not all salespeople are guilty, but its becoming more of an epidemic that most are relying more on the technology in their hands to sell than basic communication skills. So where do you stand?
We as society have become so reliant on smart phones, iPads, and computers that we have lost the art of engagement. Guess what, it’s costing companies huge sales dollars and relationships. There is an exception. There are a handful of real professionals who understand and use technology for its intended purpose. When it comes to closing the deal its all about the relationship.
Real salespeople understand that deals and relationships are won and lost in the communication. They know if they do their homework up front, they can walk into a meeting armed with nothing more than brilliant questions, a pen and a pad of paper. With these simple tools they aren’t just winning deals, they are destroying the competition. Its not even close.
As a sales trainer and sales person, I can tell you that I use technology to do my homework and aid in my tracking and follow up. What wins me deals though, is good old fashioned communication 101. I can’t tell you how many conversations I’ve had with clients who tell me that sales people have lost the art of communicating because of technology.
So how does this translate to you as a sales professional? And by the way, everyone is in sales, whether your business card says so or not. You’re either selling them on yes or they’re selling you on no. You must see technology for its real value and use it accordingly. If you want to win your way more often, it’s time to refine and build your basic communication skills.
Learn how to ask better open-ended questions. The best way to learn is practice. Dig deeper into your conversations and take notes. It’s huge sign of respect. You will get so much further and have far richer relationships. If you’re in sales, and aren’t we all, the proof will be on the dotted line.
Technology is wonderful and serves a great purpose. When it comes to winning business, deals or basic agreement, nothing beats a pen, a pad of paper, and great insightful questions. You will embarrass and dominate the competition.
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