In recent years, we have prioritised speaking to the thousands of salespeople that make up our audience at Flume. It is not hyperbole to say that the crises that have emerged, one after the other, feel unprecedented in recent times and they have certainly left their mark on sales.
With each crisis or upheaval, our audience is left asking the same question: “Everything’s changed. I can’t sell what I normally sell. What should I be selling instead?”
In this post I want to explain why this is the wrong question to be asking and to recommend an alternative, more impactful approach.
“What should I be selling?” doesn’t work because of a sales challenge that’s been around for a long time – a challenge that is accentuated in times of great change.
The challenge is that clients have never been particularly interested in what we sell. Not least because, for them, everything sounds the same.
In fact, according to the CEB, 86% of buyers don’t see a big enough difference between what you’re selling and what your closest competitor is selling to pay a premium or to advocate for it.
What they have always cared about is finding solutions to the problems that they’re facing. Arguably, that is way more important today than it’s ever been.
Here’s a three-step process you can follow to stand out, ask the right questions and deliver what clients need:
“What should I be selling right now?” is an understandable question for salespeople to be asking now but it’s not where we should start.
We are continuing to update our free resources such as our Sales Chat videos where we cover key topics with industry professionals, such as sales crisis.
For more information on sales crisis, follow us on LinkedIn.
Has your training? Training must have a positive, measurable impact on sales performance. Find out about how to deliver sales training that actually works.
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The biggest mistake sales development reps make (and three things you should do instead)
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Why most sales training doesn’t work and what to do about it
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18th March 2021
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Sales Professionals: Why you shouldn’t assume you’ve got remote selling nailed
15th January 2021
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4th January 2021
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26th November 2020
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13th November 2020
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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
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5 tips for closing in the crisis
4th May 2020
Using audience insights to engage with customers
20th April 2020
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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
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