We’re beginning to get to grips with sales in 2023 but many salespeople are looking at their targets and feeling anxious about the challenging times ahead.
I’ve already delivered a few sessions this year and the same three questions keep cropping up, so I’m sure lots of salespeople out there are asking the same things. So what are the hottest topics of sales 2023 conversations? Keep reading to find out the questions, my answers and a few suggestions.
Salespeople often form close relationships with their longstanding clients. Going back into overt ‘sales mode’ can feel awkward. The trick here is to re-frame the conversation. Don’t make it about selling, make it about helping.
Sales 2023: The Flume Approach
Every salesperson will start the year with a bunch of clients who’ve gone quiet. The typical approach is to chase them. However, often those emails and calls go unanswered and the opportunity eventually moves to ‘closed lost’. The problem here is that the client has run into some challenges but they don’t feel comfortable telling you. Maybe they’d overstated their ability to get the deal signed off? Maybe something’s changed with their business? Maybe they’re talking to another provider? Maybe they were never 100% sold in the first place?
To get things moving again, you need to make it easy for the client to respond and be honest about the situation. Only then can they take the right action. Try this:
The best case here is that the salesperson uncovers and overcomes the underlying challenge. The worst case is that a dead opportunity comes out of the pipeline and the sales forecast becomes more accurate.
We know we’re in for some tough times ahead, recession or not. That makes buying harder for buyers and selling harder for sellers. However, there is also opportunity. For buyers, the importance of a great sales experience has increased. This is good news for strong salespeople. They are likely to pull away from the pack this year. It’s not simply a case of doing things differently, it’s about consistently delivering the best sales experience to buyers. Here are some tips:
Paul Cruise
Head of Sales Performance
+44 (0)7557 364 004
flumetraining.com | @flumetraining | LinkedIn
At Flume, we would argue that now is the time to ramp up your sales training, not cut the budget. Our game-changing Sales Training techniques have buyer-centric selling at their core, putting you into your customer’s shoes and offering a standout customer experience every time. To find out more, check out more of our blog, follow us on LinkedIn or reach out for a meeting. We’re here to listen and to help.
Join us for Flume Live – Selling in a tough climate Tuesday 7th February 10.30am GMT
In this game-changing webinar, Raoul Monks, Founder and CEO of Flume Training will share:
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