Selling in a Brave New eWorld

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by Melissa McNatt

Times are changing.

Sales is changing too. Business owners have to listen up. Sales used to be about presenting your product to a potential client, overcoming their objections and closing the business. No more. These old 'closing' techniques won't cut it in the new economy. This is good news since most people disliked selling anyway.

One of the greatest things about a free market economy is that what consumers don't like has to change to survive. Consumers don't like old fashioned sales practices. Old fashioned sales practices are changing.

What's causing these changes?

Prospects have competitive information seconds away. Freebies are everywhere. Response times have moved from days to seconds. Buyers are more savvy - both price and quality conscious. New competitors are springing up daily. Industries are changing at a pace never seen before.

How does this affect you?

If you don't stay one step ahead of the ever quickening pace - your competitors will beat you.

What does all this mean to selling?

Sales isn't about 'closing' anymore. Selling is about listening and understanding. Interview your prospects. Learn about their personal and business situations. Focus on being a partner and solving a challenge. Relationships and solutions are the only things that will work over time in the new economy. The great news is that in this new world selling is a real service, requiring real skill and is fun to do!

What do you need to know?

1.) Know what you're doing. Educate yourself on your product/service, industry/competitors and how to sell.

2.) Interview your prospects.

Asking questions is key! Presenting your product is useless until you know your potential customer's situation and how you will improve it.

3.) Provide ONLY SOLUTIONS - never products or features.

4.) Enjoy your customer relationships!