Customers are dynamic, with ever changing desires and needs. New jobs, businesses, status, kids, interests, and yes- devices. Technology has changed, and is still changing, the way we do business. New avenues for reaching your customers and prospects have emerged, and the old ones are gradually fading away. Some have already faded away.
You can no longer rely on the old ways of generating leads, reaching prospects, presenting- the entire sales process. Dear you, you have got to up your game! The world is fast becoming a global village, scratch that, the world became a global village yesterday! Virtually all the information you need is right there under your fingers- the internet.
So much information is flying around on the internet. You can get so much information about someone you have never met, so much it seems like you've known them all your life.
To succeed in selling, you need to whip out all the information you can get about your prospects and customers. Their businesses, passions, activities, dislikes. You need to know what problems they are facing, what questions they are asking, what their goals are. Their businesses, who they sell to, what they sold yesterday, what they plan to sell tomorrow. Get all information you can about the problems their businesses are facing, recent developments, and all.
This is a key to making great sales.
Up your game, gain customer intelligence.
Forget those lessons you learnt in the 'Always Be Closing' sales trainings. Customer Intelligence will make or mar your sales progress.
