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It is thrilling to learn new sales techniques and use them to kick your business up a few notches.
Old dogs and new tricks
Some people say, “You can’t teach an old dog new tricks.” I say, “You can learn something new every day if you try.” When it comes to succeeding in business, you cannot be an old dog. You must find a way to be a learner. Those who learn new sales techniques will continue to make sales and their businesses will grow. Those who don’t learn new techniques will find it harder to make sales and may lose business.
I have a very good friend who has worked in sales for most of his career. Early in his career, he learned a technique called “GSA.” GSA meant:
Great the customer
Show the customer the merchandise
Ask the customer for the sale
It was a very popular sales strategy. Though he learned it more than 25 years ago, it is still popular today. In fact, it is popular in a great many industries. Think about the last time you went out to eat at a restaurant. The server comes to your table and greets you. Next, you are shown a menu. Finally, you are asked what you would like to order.
This is a tried and true sales method, but it is not the only one. Today salespeople taught several other sales method including the “KTB” sales method. KTB means:
Know – let the customer get to know you.
Trust – once the customer knows you, the customer will trust you.
Buy – once the customer knows you and trusts you, the customer will buy from you.
The KTB method is a pleasant way of doing business because it concentrates on building relationships with customers. Customers who have relationships with a business are not in it for just one transaction. Instead, they are looking at building connections that will last over the course of many years and many transactions. When there is a relationship between people competitors, sales prices, and passing trends are less important. In the long run, relationships lead to more profits than mere transactions.
“Getting to Why” is another newer sales technique that is being used with success for many businesses. Under this sales method, salespeople are not only salespeople. They are also consultants and service members. Under this philosophy, the salesperson talks with the customer to find out the customer’s why. The idea is that once the salesperson knows the customer’s why, the salesperson can meet the customer’s needs. This is another collaborative approach to sales.
There are many other new approaches to sales in play right now. There is no one size fits all method when it comes to sales. The important thing to understand is that customers change over the course of time. Their education, levels of sophistication, and expectations from others change. Smart and successful sales teams change their approaches to meet these changes.
In order to succeed in sales, it is important to learn new sales techniques. So, the question for you this thrilling day is, what was the last new thing you learned about selling to your customers?