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Episode Info: Subscribe to Modern Selling on the App of Your Choice! Many sales professionals have been in the selling game for years but can’t honestly be called modern sellers. Why is that? Because they are stuck in old habits, old methods, and worse—old mindsets that don’t fit the digital selling era we’ve entered. There is a lot to learn, even for experienced sellers. On this episode of the #ModernSelling podcast I dig into what it takes to become a modern selling machine, with my friend Meridith ElliottPowell. If you want to hear from an old-school seller who’s truly adapted and embraced the modern selling environment successfully, Meridith is that person. She’s not only adapted, she’s excelled, and for one reason: She’s learned how to make the most of today’s rapidly changing business climate to turn it to her strategic advantage, and she helps companies and sales teams do the same. She drops so many value bombs on this episode we could have kept talking for hours. Be sure you join us! Sales Has Changed For One Primary Reason: The Buyer Is In Control Today, we can sit in our homes and buy, buy, buy until we have everything we need. Amazon and other online portals make it possible, with free shipping included. Even more to the point, we have the opportunity to check out companies, products, and salespeople independently without them even knowing about it. When and if we (the buyer) ever connect with a salesperson, WE are the one with the advantage because we know almost everything about them (the seller) and they know very little about us. Now, flip the script. YOU are the seller. You are the one who starts the conversation with a potential buyer at a disadvantage. That is the modern selling environment. Rather than bemoan the fact, we need to learn how to work within it so that we can help buyers. Meridith says that true modern sellers believe they are more important than ever because they are the piece of the sales puzzle that infuses the process with the emotional intelligence and empathy that builds trust. So don’t let the fact that the buyer is in control deter you. You STILL have something extremely valuable that they need—the human touch. Modern Sellers Make Themselves Influencers In the Marketplace When you’re trying to sell in a climate where buyers can research your products and services long before talking with you, sellers have to become intentional about what they will encounter during that search. You have to be out there where they can see you, hear about you, investigate you until they are satisfied with what you have to offer. When you've done it well, they will be willing to email or pick up the phone. How do you accomplish that? By a multichannel approach that for one, builds on your company’s reputation and success. But you also want to be intentional about how you engage with existing customers. They are the ones who know you best and have personally experienced your solutions. When they are thrilled with wha...
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