With 2010 promising more than 2009 ever could, how will you be different for your clients? Will your sales team visit them and offer the same products in the same old way, just hoping that they will need your products this time?
Or will you enable them to be different. Here’s how you can do it:
- Break the mould: Give staff permission to vary the traditional sales presentation. If the client sees the 2010 sales presentation as 2009 extended, why would they pay attention? They have seen it before!
- Then jump on the bits of the mould: Encourage your staff to try something different. Just because your staff have permission to try something new in the sales presentation side does not mean that they will. Actively encourage them to be different.
- Equip them: Give them the tools to be different. This includes training, support material and maybe even pricing structures (though this is not as important). If you want things to change, how will they change unless you drive the changes with a new approach?
- Get ideas from industries not related to you. If you are in the superannuation game, look at what the food sector is doing to sell their product. You will be amazed at what you can learn. If you look at your own industry too much you will put the blinkers on to what is possible. Industry experts have their place, but keep your eyes open for someone who knows nothing about what you do. That is the person who will question the norm.
If 2010 is to be different to 2009, how will YOU make it different. As always, your thoughts are appreciated below….
Australia’s Corporate Speech Coach