We spend a lot of time talking about the new consumer and how they buy in the new digital inbound marketing and sales world. But it also is important to remember there are still old skills that are critical in the sales process.
I have been working with a group of insurance producers and every week we have a sales meeting to prepare for the week’s activity. One of the areas that came up was getting past the initial meeting, another was being able to differentiate themselves from the incumbent or other people working on getting noticed.
The thing you try to accomplish is to differentiate yourself and your organization at that meeting, and if you are successful to do the same all the way to the close. We often fall into the trap of taking up the time in the first meeting cramming as much “Me” and “Us” into the time allotted. We end up doing the elevator speech but often the elevator has too many stories and we lose the chance to be different.
One of the primary things to remember in the new sales process is the sale is all about them! And we spend too much time ignoring that.