Do Your Homework!
Posted: Mon Jan 27, 2025 8:56 am
Disney doesn’t sell rides and movies. They sell magic and enchantment.
Ritz Carlton doesn’t sell hotel rooms. They sell personal care and attention.
Amazon doesn’t sell “everything”. They sell instant checkout and one-day delivery.
In the world of modern selling, this phenomenon also extends to the experience buyers have purchasing from you.
Gartner reports that companies that deliver a great buying experience grow two times faster than those that deliver average experiences. Salesforce’s State of the Connected Customer report agrees, stating that 80% of customers feel the buying experience a company provides is as important as its products and services. So if you want to sell more, you need to create a high-value and frictionless experience during the sales cycle that transcends the business value customers get from your solution. In other words, how you sell is more important than what you sell.
Here are five 5 ways salespeople can create an amazing buying experience.
Modern buyers are used to hyper-personalized experiences and namibia telegram data recommendations on the social, shopping, and entertainment platforms they use. That’s why whether you’re engaging a customer in a prospecting, discovery, or upsell conversation, nothing spoils their experience faster than showing up with wrong, incomplete, or disorganized information.
For example:
Leading with a generic, low-effort, drive-by sales pitch
Not understanding the customer’s current usage of your products or services
Failing to research the background of the person, industry, or company you’re reaching out to
Forgetting to review previous notes you or others from your company left in the CRM (<– a HUGE one!)
In the past, I’ve spoken about the value of doing your homework when it comes to preventing customers from ignoring your outreach and getting them to pay attention.
Bottom line: doing your homework is critical to your customer’s overall experience and your success in any selling role!
Ritz Carlton doesn’t sell hotel rooms. They sell personal care and attention.
Amazon doesn’t sell “everything”. They sell instant checkout and one-day delivery.
In the world of modern selling, this phenomenon also extends to the experience buyers have purchasing from you.
Gartner reports that companies that deliver a great buying experience grow two times faster than those that deliver average experiences. Salesforce’s State of the Connected Customer report agrees, stating that 80% of customers feel the buying experience a company provides is as important as its products and services. So if you want to sell more, you need to create a high-value and frictionless experience during the sales cycle that transcends the business value customers get from your solution. In other words, how you sell is more important than what you sell.
Here are five 5 ways salespeople can create an amazing buying experience.
Modern buyers are used to hyper-personalized experiences and namibia telegram data recommendations on the social, shopping, and entertainment platforms they use. That’s why whether you’re engaging a customer in a prospecting, discovery, or upsell conversation, nothing spoils their experience faster than showing up with wrong, incomplete, or disorganized information.
For example:
Leading with a generic, low-effort, drive-by sales pitch
Not understanding the customer’s current usage of your products or services
Failing to research the background of the person, industry, or company you’re reaching out to
Forgetting to review previous notes you or others from your company left in the CRM (<– a HUGE one!)
In the past, I’ve spoken about the value of doing your homework when it comes to preventing customers from ignoring your outreach and getting them to pay attention.
Bottom line: doing your homework is critical to your customer’s overall experience and your success in any selling role!