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    Selling as it was, is over

    Though in most countries strict lockdowns seem to be over, certain habits
    have changed; doctors have discovered that they do not need to see
    medical representatives personally, retail store managers are comfortable
    ordering online.

    Sales organizations need to build new ways of approaching the
    customers and reinvent the behaviors of sales people during the
    interactions.

    Virtual meetings are different in nature to the physical ones. And although
    some past practices might still work, customers’ expectations in nearly all
    industries have evolved.

    To evolve as well, salespeople must first change their mindset from
    “Business as usual will return” to “The world is new, let’s adapt.” Then their
    skills required to build trust, to assess the customer needs and to present
    the product or the solution can be updated to match the new reality.

    Looking for tailor-made solution?
    Selling as it was, is over

    Though in most countries strict lockdowns seem to be over, certain habits
    have changed; doctors have discovered that they do not need to see
    medical representatives personally, retail store managers are comfortable
    ordering online.

    Sales organizations need to build new ways of approaching the
    customers and reinvent the behaviors of sales people during the
    interactions.

    Virtual meetings are different in nature to the physical ones. And although
    some past practices might still work, customers’ expectations in nearly all
    industries have evolved.

    To evolve as well, salespeople must first change their mindset from
    “Business as usual will return” to “The world is new, let’s adapt.” Then their
    skills required to build trust, to assess the customer needs and to present
    the product or the solution can be updated to match the new reality.

    Insight 1

    Less time for trust building

    These days – regardless whether we meet in person or
    online – the opportunities to build trust are limited.

    Both the online communication and the social distancing
    rules are limiting our options to make a good impression.

    Customers have less focus on non-necessary purchases.
    Uncertain future forces clients to be more cautious and
    less decisive.

    Selling behaviours, which were neglected, need
    reinforcement.

    We find more important now for the salesperson to
    consciously adapt to the client to build rapport, to prepare
    in a structured manner for every interaction with intention
    to exceed the expectations.

    Working with sales people we start by forming the mindset
    so they are ready to accept that change is needed. Then
    we train proven effective behaviours and add new
    practices that are suitalbe for the new era. We train this
    using tested concepts in practical situations in their
    business.

    Insight 2

    Selling is more than ordering

    The ever greater shift towards online is down-playing the
    thorough needs assessment. Today you can order a Tesla
    with five clicks.

    Customers get the false perception that without consulting
    an expert their decision is the same well informed and
    fitting to their needs as with one.

    The key challenge of selling then becomes to establish
    that the salesperson in the expert role is needed. And that
    strengthens the need of salespeople to be trained to be
    the trusted advisor.

    That’s why DEVELOR during sales programs focuses on
    understanding all salesperson roles.

    Insight 3

    Interaction is experience

    The false impression of “I can order all online” also
    challenges the importance of personal customer
    experience. As a consequence, the company either goes
    fully online or must provide the best sales and customer
    experience to survive.

    Examining the customer journey in the new reality,
    retraining the critical in person interactions and making
    sure they are executed well is critical for companies who
    want to maximise the value of person-to-person
    interaction in selling.

    Our focus in sales development remains on exceeding
    customer expectations by training winning communication
    patterns and using operational routines that continuously
    reinforce them.

    Our solutions for this topic

    AI IN SALES

    In the post-COVID era, as a direct consequence of megatrends is that customers have become increasingly hesitant to engage with salespeople. They prefer to do their research and purchase online. To compete with online purchase, you need to be ...

    STRATEGIC ACCOUNT MANAGEMENT

    In the post-COVID era, B2B salespeople face unforeseen challenges: customers are reluctant to meet, and even if they do, they might prefer a shorter meeting online. During the Strategic Account Management course participants learn these behaviors in working ...

    Consultative Sales Process

    What differentiates great sales people from average? This course focuses on two competences: skills for creating trust, and a proper understanding of customer needs. If these skills are mastered, success is guaranteed.

    Customer Care & Complaint Handling

    “The customer is always right”, right? But what if the customer is wrong and you have to be polite but firm when handling this situation? Think of your own experience as a customer: what was the behaviour of the ...

    Negotiation – Strategy building

    Have you ever thought how much a simple favor, a recommendation or offering a learning opportunity costs in a negotiation? What are your limits and how to convert price to delivery time, payment term or package size?

    Negotiation – Master the process

    You are well prepared from the partner and your strategy is clear. The only thing you need to do is to implement it during the negotiation. This program will help you to achieve your goals during the negotiation and ...

    Negotiation – Use Tact and Tactic

    Even as an experienced negotiator, you need to remember that a similarly sophisticated professional may be sitting on the other side of the table and even a good strategy can not exclude the unexpected turns. This is when you ...

    Research-based Acquisition

    We frequently see frightened sales people, who are stressed out due to the number of “No, thanks” they receive as an answer to their phone calls or e-mails when they approach new potential customers. Why is that happening? Is ...

    Transactional Cross-Selling

    What if our customer approaches company because he/she wants to use his/her existing product, has a complaint or wants to maintain his/her equipment? Can we turn this classic customer care or service situation into a sales ...

    Situational Sales Workshop

    You wonder what skills need to be developed in the sales team? How can we guarantee that the training initiative is in line with sales objectives and goals?

    Trust-based Relationship Building

    Trust is a prerequisite of purchase. Prospects prefer the products of services of companies and people, who they trust. How can we master trustbuilding? Are there different types of trust we can focus on?

    Principles of Sales

    Salespeople, or indeed anyone, who is interacting with internal or external clients are often too focused or pressed to focus on their product features and on their sales targets. In their daily routine the most important questions tend to ...

    Customer Experience Development

    Our world is undergoing rapid changes in many arenas. Our customers are getting more powerful and make demands which have not been seen before. They want to be served through various channels, they want to get things done fast, ...

    Insights Discovery – Sales Effectiveness

    As experienced salespersons, we probably have a wealth of knowledge and tools in place to be successful. What if we could prepare and lead our sales conversations even more thoroughly, based on the style and needs of our Clients?

    Show more solutions Looking for tailor-made solution?

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