Sales in 2016 is about supporting and educating your customers about why they should choose your products or services.
Looking at how a coaching situation looks like, so it is handy and well applicable to sales today in 2016.
A coaching situation consists of 4 parts:
1- Know each other: This is done easily via webinars or if you engage yourself via different groups on LinkedIn.
2- Create conditions for a positive result: Here you can provide knowledge and insights to your customers that can be downloaded from your homepage. Your customers will get educated and get part of the information that facilitates their buying decision.
3- Develop good contact: Keep your potential customer engaged with the help of emails, SMS, webinar, chats & blogs.
4- Formulize goals & expectations: When the customer finds himself at the last stage of the buying process, you can help him at developing a mutual goal. Maybe you have had a good chat via LinkedIn or you have had a good conversation on Skype so that both you and your customer experience that it is now time for the purchase.
Similarities between coaching and sales are clear and fit well with today’s new sales situation.
Maybe you are thinking about hiring a coach instead of a salesman in your next recruitment?
And within these lies the opportunity of using your digital tools to help your customer in his buying process, this way they are more likely to reach their decision and increasing your sales.
This is a common challenge that I feel many companies are facing today.
“If you continue to do something you have always done, you will continue to reach what you have always achieved.”
And so we say, dare to think differently and newly and adapt yourself to the digital changes that are taking place at unimaginable speeds.