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Sales Transformation

by Paul Kearley

February 27, 2014

There was a time when you could do what your father had done day in and day out, you could live most of your life without seeing any major changes in the way things were run and you knew your neighbours and a few others from down the street, and you had a small circle of influence.

But that was then, today is oh so different. How the times have changed and how the mighty have fallen. Especially in the sales world where almost everything has been a constant for hundreds of years.

If you look really closely, you can see some of the more blatant changes:

  • The brash, flashy sales-closer that brought in a large part of the business a few years ago is more of a dinosaur and a hindrance to the sales process today.
  • Cold calling has been transformed into doing your online research before you pick up the phone or tap out an email.
  • You are expected to be an expert on social media.
  • You must know know how to teach the client details about your product and service.
  • You are expected to be able to tailor your product or service to what the client wants instead of the old “one size fits all”.
  • You need to know how to take control of the buying process and make it easy for the client to buy.

If you find yourself struggling to bring in more sales, the kind of sales that used to be relatively easy to bring in, you might want to look more to how you are selling instead of what you are selling.

Examine your sales process and break it down into segments and see what you do that you used to do 3 or even 5 years ago, and hit “delete”. Then commit to learning what successful people are doing these days.  You may have been working so hard with your head down in the trenches for so long that you missed the memo that said “Whatever you are doing in sales to build business has just changed, you need to re-invent how you do business and how you sell.”

The bottom line here is quite simple: if you do what you’ve always done, then you are already destined to fail.  Stop doing what doesn’t work anymore and go back to school, sales school.

Teach yourself to be a learner instead of coasting on what used to work.

You’ll thank yourself for it… and so will your new clients who are waiting for you.

~ Paul Kearley
Managing Partner, Dale Carnegie Business Group – Maritimes Division
(506) 432-6500 / pkearley@dalecarnegie.ca

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