When it comes to sales there’s been a prevailing belief that salespeople should always be closing. That implies the salesperson is always in sales mode. Everywhere they go they are seeking a sale. Everyone they meet is a potential client.
While I’m not sure that ever truly worked, it does not work at all in the 21st century. Consumers are more educated and have all sorts of avenues to gain information. They research vendors. Add to that the fact that the marketplace is tremendously competitive.
Business owners and sales professionals need to take a different look at how to approach the sales process. The new ABCs of sales is Always Be Curious. When we decide to be in learning mode we are more interested, and interesting. People tend to gravitate toward folks who are interested in learning about them.
Changing the way you engage in the sales process will dramatically change your results – for the better.