Selling.2.YES

May 2020

Upskill your game

"The game has changed". If we weren’t all in such a meditative, grateful state of mind, we’d be twitching every time we heard “the game has changed”. (It officially entered the Cliché Hall of Fame sometime back around April.)

The question for sales managers and sellers is what to do about it. Wouldn’t it be awful if we got back to our normal business and didn’t change a thing about how we sell or manage in a post-C19 world?

Well, I did my part. I created a course specifically tailored to what the times need. It’s called “The New Selling Reality: 4 Skills Ensuring Success Today”. Spending the last two months framing the curriculum (and creating zoom-specific exercises) has taught me a ton about my skills and my abilities providing value for folks like you. And I’m excited to challenge you with a spotlight on the four skills you absolutely must master coming out of this recent, global forced time-out.

Here’s my bold statement of the day expressly written for you: even before the pandemic, there were a lot of B2B sellers who were “getting by”. My chats with senior leadership the last couple months reveal a massively important conclusion needed to be heard by all: getting by won’t cut it any more. Just being “in the game” requires you to be sharp and in command of key foundational skills. How deep you go against these core skills is determined by your desire to master your activation of these skills. (Lemme emphasize the last sentence differently, WHAT ARE YOU GONNA DO ABOUT IT?) Here are the four skills you must master if you want to be in the game...

1. “Value speak”: to succeed in today’s selling environment, you need to speak the language of value with every customer, and in every selling interaction. Sellers who learn to consistently answer “so what?” will successfully address what the client truly cares about and thus, garner increased trust and credibility.

You will learn the language of “value-speak” and how to use it fluently with every type of buyer and in every type of selling situation.
New reality challenge: you know this skill, but do you DO IT successfully and consistently?

Wouldn’t it be awful if we got back to our normal business and didn’t change a thing about how we sell or manage in a post-C19 world?"

2. Qualifying: time is the ultimate and perennial competitor for sellers as you must successfully manage client sales cycles and quarterly revenue performance. High performing sellers are those who consistently and naturally use strong qualifying skills to always know where the buyer stands.

You will learn how to identify and qualify the six “transactional intelligence” elements that exist with every deal and account.
New reality challenge: you know this skill, but do you DO IT successfully and consistently?

3. Communication: how a seller talks, writes emails, presents proposals, and zooms correlates directly to the level of engagement and trust earned from clients. Successful sellers are those who distill and articulate offering complexities while deftly and judiciously influencing buying decisions.

You will learn how to frame the right message and apply the appropriate tone in all client interactions.
New reality challenge: you know these skills, but do you DO IT successfully and consistently?

4. Empathy: first, a buyer is a human being and that means sellers who expertly balance acceptance, caring and patience against business objectives will thrive. While the power dynamic between buyer and seller shifts daily, the current environment means taking care of each other is as important as taking care of business.

You will learn to be more human in your selling interactions, and more genuine with your business persona.
New reality challenge: c’mon….do you really care about the customer??

For more information on the "New Reality" workshop that you and your team need now, just call me. Prove you’re ready to change by NOT relying on inefficient communication modes like email….get it done clearly and cleanly...pick up the phone! 917 207 5183. Ciao for now!

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Selling.2.YES is the monthly newsletter published by Core 6 Management Advisors to enlighten, motivate and stimulate all of us sellers and sales managers on topics that need our attention.

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Selling.2.YES

May 2020

Upskill your game

Selling.2.YES newsletter

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