25 May The Sales Trends Driving 2017
Given the quick pace of the sales world and shrinking attention span of consumers, it is essential to keep up with the latest trends in the field to ensure you are offering the most attractive business value proposition in each situation.
Several factors are at play in 2017. First, consumers have become savvy to thinly veiled attempts to swindle them out of valuable company revenue. They are quick to recognize a shoddy deal, but also deeply appreciate solutions that truly benefit their organization.
Second, the competition among providers of products and services is at its most fierce, with technology making possible all manner of sophisticated digital business solutions. From highly scalable data storage packages to fully automated packing and shipping processes, there are virtually no limits on customer choice.
Finally, as the world continues to transition to everything digital, getting in front of consumers first and capturing their attention quickly is essential to success. You have very little time to present your business plan value proposition before their attention likely wanders.
Subject Matter Experts Rule
While they have always been a part of the sales process, mostly as the supporting act for salespeople, the role of subject matter experts has been evolving in recent years. In 2017, the credibility, perceived integrity and expertise of subject matter experts place them in a position to take the lead in securing a meeting with potential customers.
From there, the salespeople leverage their ability to “sell” the value of the product or service to potential customers and manage the sales process for its duration, ideally closing the deal at its completion.
Consumers Are Conducting Their Own Research
Gone are the days when potential customers sat back and waited for you to provide them with all of the pertinent information for the solutions at hand. While you are formulating your pitch according to what you have learned about them, your targeted consumers are conducting their own research – not only on your company’s business value proposition, but the solutions your competitors offer, as well. While you are still the qualified expert on your products and services, your potential customers are well read students, learning everything they can in order to determine the best fit for their needs.
Those Five Stars Are Sales Gold
This is one reason why positive consumer reviews have become so critical for business success. Consumers want more than just the rose-colored glasses sales pitch; they want to hear about other people’s experiences with your product, customer service team and IT team once the sale is complete. If they read too many negative reviews, they may assume you make empty promises and write you off before you ever get the chance to give them your business plan value proposition.
It goes without saying that the best way to remedy this situation is to make sure that the value you provide to customers is superior all around, from the product or service itself to all interactions with staff members.
These days, selling your business plan value proposition is really about respect. It comes down to acknowledging consumers as perceptive and informed, respecting their limited time by imparting quality information for them and ensuring their experience with your organization is positive from beginning to end.