Complaint which people make about LinkedIn that I am not getting responses to my messages. Here is a quick video for you

1)   Today customer does not want Jargon laden conversations; they buy from a person who uses the language which they can understand, so the Human Touch Restoration Skills is too much essential in today’s selling world. So do not sound scripted or Robotic.

2)   This is the era of storytelling, posting and publishing the relevant and genuine information and contents.   You are what you publish. Successful salespersons share blogs, worksheets, eBooks and videos. Although it may sound counter-intuitive, “You sell more when you Stop Selling”. Do not push products. Teach people something. Share your expertise. Keep Posting.

3)   Big Data is a scientific approach for better sales today. People call it Big Data and I refer it as WorldWideWeb (www.) because of the infinite amount of information available on the web, today buyers have more information than a seller and hence have an upper hand in the negotiation. Resources are just a click away nowadays.

Smart organizations customize the buying experience, as they focus on the “Click Sales Signals”

“When a buyer clicks on a link on your website, it’s a Click Sales Signal”

“When a buyer tweets with your site’s keywords, it’s a Click Sales Signal”

When a buyer is on your site right now, it’s a Real-time Sales Signal”

4)   Your Salespeople should assume that they are the LAST place a buyer goes, not the first, they must assume that very little of their knowledge is proprietary, so they need to facilitate the sale rather than controlling the information.

Thanks for reading so far, now it’s your turn to add on theNew Selling rule

---------------------------------------------------------------------------------------------------------------------------------------

About Kapil: Kapil is the Founder of salesMOJO.in , an organization working towards the sales skills optimization of inside and field sales professional with the latest sales contents and practices.

Sales leaders organize their selling organization into several distinct areas, starting with the customer, to set overall strategy for customer interaction, improve and support the salesforce, and make decisions to continue to improve performance and drive growth. This sales system was created by Miller Heiman to illustrate how a world-class sales organization views the critical elements that define a high ­performance environment.

Customer: Everything starts with the customer at the heart of all strategy and actions.

Create opportunities: World-class sales organizations keep their sales funnels filled with high-quality opportunities by applying well-defined prospecting plans.

Manage opportunities: World-class sales organizations have a clearly defined methodology to guide them in winning new business.

Manage relationships: World-class sales organizations are proactive in managing relationships and spend more time with key accounts,especially at the executive level.

People and organization: World-class sales organizations know why their top performers are successful and use that information to improve their salesforce's performance.

Operations and enablement: World-class sales organizations use infrastructure, technology, and programs to enhance sales performance.

Management execution: Management in world-class sales organizations aligns the organization to meet the needs of customers, and executive leadership takes an active role in the sales process.

(Source Miller-Heiman)