In my previous post I discussed “Five Skills that Define the Outstanding Salesperson of the Future”, one of the skills I highlighted is what I like to call “being a curious and knowledgeable business coach”. In this post I will discuss this in further detail, highlight what this means for salespeople and how you should use this to strengthen your relationships with customers.
Research tells us that modern B2B customers do not engage a salesperson until they are circa 60% of the way through the buying cycle (see the HBR article : The End of Solution Sales). Lots of information that customers use to make a purchasing decision can be collected without engaging a salesperson. Researching solutions, ranking providers, benchmarking pricing and gathering reviews can all be completed before ever talking with a salesperson. Technology and the onset of social media has enabled this power shift towards the buyer and it’s a trend that is only going to accelerate.
These days, this is old news. I think even the most doubting salespeople will agree that the buyer journey has evolved and in order to continue to be deemed valuable salespeople need to change too. With such a short window of opportunity in the new buying cycle, how do salespeople make an impact and differentiate themselves from their competition ? The good news is that the individual salesperson, if they have the skills and behave in the appropriate way, can still make a hugely valuable contribution to their customers success. What’s more the length of your sales-cycles will reduce as customers are much further through their buying cycle before they engage, that’s an added bonus !
Here are my top three tips on how to make the transition to being your customers knowledgeable, curious coach :-
- Cultivate strong role acumen : You need to be relevant, this means understanding your customers job in detail. Process, outcomes, measurements, challenges, competitors, winners, losers – you name it, you need to know about it. You must have a sufficiently deep understanding of your customers job that you could effectively step into their shoes. This is hard and it demands that you specialise and focus, you ought to be able go deep and still be comfortable with the conversation. This moves past having a vertical market specialisation, this is about truly understanding the challenges of a role within a vertical market, being able to genuinely empathise and then share insights on how to get to the required outcome. You will not be able to achieve this if you are unable to specialise, you must create a way of gaining a sufficiently deep understanding not a broad yet shallow one.
- Be an inquisitive sponge : Read, listen, study, watch, discuss, comment, learn and repeat. There is no shortage of content, insight and learning available to salespeople today. How you do it is down to individual preference and learning styles, but make no mistake, you should soak up every piece of available insight about your customers role, company, and market that could give you an edge. If you don’t feel that you have the knowledge to successfully step into your customers shoes then find ways to develop yourself until you do. Commit to the this, don’t wait for others to provide the opportunity for you to learn, be proactive, seek out ways of improving your domain expertise.
- Live the Values of a Coach : The definition of a coach is “someone whose job it is to teach people to improve”. I believe that a sales persons role is to teach people and therefore companies to improve by utilising whatever it is that you are selling (and sometimes by avoiding what you are selling when it doesn’t fit). Coaches first and foremost watch, listen and learn. They ask challenging, thought-provoking questions that help people simplify and break challenge’s down into manageable chunks. A coach guides and supports people on their journey to improvement and will always look at situations through the lens of “improvement”, they will not hold back or avoid giving difficult advice if it would help obtain an improved outcome. Next time you prepare for a customer meeting, take off your salesperson hat and put on your coaches hat, how does that change the way you prepare for your meeting ?
Buyers have changed, buying cycles have changed and they won’t be going back. Salespeople now have a choice, change and stay relevant to your buyers or stubbornly stick with what worked in the past. Change is never easy, it takes hard work and dedication, yet this is exactly how the top 1% of salespeople get to be a member of that exclusive club … will you choose to be one of them ?