Sales. Just the word itself can be a complete turn-off to many of us. Why? Because no one puts being “sold” anything at the top of their to-do list. Now enter the second decade of a 21st century world being bombarded by scores of sales appeals from every possible medium and device on any given day and definitely including our “days off.” No wonder we are completely exhausted for the really important things in life!
So how do we all learn to like that word “sales” better?
Part of the word “sales” that makes us shudder could be related to the salesperson or the experience that should be a simple transactional event. Price, features and availability…important and may be all that’s needed. We all deal with a certain amount of this type of sales experience in our daily life…at the grocery store, the gas station, the mall or any place that is a true cash and carry product or service experience. We spend our good money for something that really designed to be a transactional event but still captures A LOT of our time and attention and maybe handled by a person that is not professional, not knowledgeable or somehow irritating to our sense of how things should be done.
Transactional sales gone wrong could be one thing but the consultative sales process done incorrectly too? Now that’s a whole different level of bad experience! Transactional sales may not need some of the elements we are going to look at but they sure have to be part of a consultative sales process! Let’s take a closer look.
Last month’s blogger Sharon Lubkeman provided us with the steps for approaching customer service through trust, relationships and expectations. Now I’m blogging about the consultative sales process and these necessary customer service descriptors may be difficult to engage and actually do from the prospect or customer’s perspective. You may ask these questions and have these potential answers:
- Trust the account executive at AM Solutions? I really want to…
- My relationship with him or her? I want this to succeed…so we can get the job done.
- My expectations about the end results of this relationship for my company? May be easily caught in the tension between my company’s real and ideal needs and wants; budgets, project timing, my work load, my boss, etc…
At AM Solutions, the transactional sales components of “price, features and availability” are important to address respectfully as a part of our consultative sales process but they will not matter if mutual trust, relationship and expectations are not fully deployed from the start. As your account executive, should you trust me to have your best interests in mind? Yes, because AM Solutions has the experience to know that every business needs high-quality marketing services to be successful. We really want to understand your communications needs and challenges first and foremost. To do this correctly involves time, a lot of questions and honest conversation. We will work on real issues and solutions together to help move you toward an ideal position because better communication strategies, products and services means a more efficient, effective and profitable business for you.
Our company can offer you that unique blend of trust, relationship and expectation as baseline characteristics for doing business…it’s never about a “ha, we-sold-you” transactional mindset. Your business and success is way more important than that. We make our living selling an integrated group of products and services and every project opportunity is really a major relationship endeavor involving you and the expertise of a solid team of professionals. Your business and success deserves our best as your integrated communications solutions advisors.
You won’t ever feel like you just got “sold” here. That is our promise to you.
*Article Written by: Bill Beattie- Account Executive with AM Solutions