One of the biggest ongoing challenges salespeople face is how to engage with clients.
But why is it still so challenging?
The answer is obvious when we step into our customers’ shoes.
They are, or they feel, extremely time poor and change is risk for them.
So, let’s make it easier for them by entering sales conversations armed with valuable insights that can actually help them.
Depending on your business, here are a few ideas to pursue:
Media & Events – your clients are obsessed with their customers which just so happens to be your audience. Do some research and find out as much as you can about your audience. What is their reality now? What’s changed for them? Where do they want to be? What kind of messages from your clients will they respond to?
B2B generally – your clients are obsessed with avoiding mistakes. So, let’s help them. What are the mistakes that people like them make when they are not prioritising? What makes your solution unique? When people like them do use your solution, what are the mistakes to avoid in terms of implementation and rollout? What does your own audience and end-user data tell you about their world that they need to hear?
Salespeople are perfectly placed to teach their clients about these things.
So, do your research and then package it up into an intelligence report or whitepaper. The result will be gold dust for your clients. It represents real value to them. It will help them make good choices and it will give them the data they need to justify those choices internally. It may even free up budget that they desperately need to do their job.
By offering to share insights you are giving your clients a clear and compelling reason to engage with you. Hopefully, once started, those conversations will head in a direction that is going to work for you.
Buyers now demand a stand-out sales experience. Selling with insights and telling powerful stories are excellent tools to help you engage with clients.
Knowing what good looks for your clients is vital for sales success.
We offer three sales programmes from sales essential skills right through to advanced selling approaches and strategies. Find out more.
Follow us on LinkedIn for more tips on how to engage with customers.
A powerful mix of platform-based learning and live-action coaching that provides sales teams with the skills, knowledge and motivation to take action and perform at the highest level.
Sales kick-off meetings: How to use the momentum to power long-term change
17th May 2022
Drive retention and performance through a sales academy
9th March 2022
Call AI: The sales coaching technology you need in 2022
22nd February 2022
Drive real results from sales training in 2022: Why the traditional model doesn’t work
2nd February 2022
Sales Engagement Summit – Hosted by Raoul
16th December 2021
How business development reps can give buyers the confidence to say yes
3rd December 2021
The biggest mistake sales development reps make (and three things you should do instead)
9th November 2021
Five myths you need to know about customer success teams
11th October 2021
The four levers you can pull to increase sales velocity and how to make an impact
1st September 2021
Outcome Based Selling
3rd August 2021
Why most sales training doesn’t work and what to do about it
1st July 2021
3 reasons why writing a proper proposal is worth your time
18th March 2021
How to win a sales pitch…
26th February 2021
Sales Professionals: Why you shouldn’t assume you’ve got remote selling nailed
15th January 2021
Is your sales team ready for 2021?
4th January 2021
Selling Virtual Events
26th November 2020
Why salespeople must be ‘long-term greedy’: A five-step approach to winning more sales
13th November 2020
Closing skills: Why the pandemic has made it even harder to close that deal and what to do about it.
1st November 2020
Post Covid: How to fill your B2B pipeline with customers who do want to speak to you?
5th October 2020
3 steps for monetising virtual events
15th July 2020
18th May 2020
5 tips for closing in the crisis
4th May 2020
Using audience insights to engage with customers
20th April 2020
Biggest challenge of leading a remote sales team
15th April 2020
“Clients don’t want to engage with me”
6th April 2020
The world has changed – what should I sell?
31st March 2020
Leading remote sales teams
30th March 2020
Selling in a crisis
25th March 2020
Proposal writing research: Why your proposal doesn’t work
17th March 2020
How to accelerate your sponsorship revenue
17th February 2020
How selling to the individual increases your chance of them buying by 2x
7th February 2020
New Year, new rules. How to deliver sales training that actually works!
2nd January 2020
Half of B2B sales people will miss their 2020 targets. It’s time to shift perspective.
18th November 2019
Questions that drive more sales
15th November 2019
How to speed up prospect decision making… PART TWO
21st October 2019
How to speed up prospect decision making – PART ONE
14th October 2019
The biggest mistake salespeople make… and how to avoid it
26th July 2019
You have the right to demand more ROI from your sales training (and here’s how you get it)
16th May 2019
How to grow customer accounts this year
22nd March 2019
5 big sales mistakes from this year
23rd December 2018
How to turn the marketing trust crisis into sales opportunity
5th October 2018
Why is it so hard to find great business development talent?
21st September 2018
It might be hot outside but you still need a SCARF.
12th July 2018
The Peter Principle: Great Salesperson, Crap Manager
25th June 2018
The ‘great deal graveyard’ and how to avoid it
8th June 2018
The secret to selling in today’s market: Old-school to New-school
22nd March 2018
Why people DON’T buy from people they like
28th February 2018
What salespeople can learn from Nike
5th February 2018
Why “yes” doesn’t mean YES
26th January 2018
Take charge of your sales career in 2022
15th January 2018
How sales and marketing must work together to deliver results: tips from the front line of B2B selling
20th July 2016
6 facts and stats B2B sales people cannot ignore
26th May 2016
The amazing power of stories and 5 ways to make them sell
15th October 2015
The trouble with Blitz Days and how to increase their effectiveness
7th October 2015