Research Shows Your Team Could Be Approaching Sales All Wrong – Here’s What To Do Instead

by Forrester found that 84% of millennials would prefer conducting the discovery phase of the sales cycle themselves versus speaking with a sales rep.

As evidenced by these findings, it’s become clear consumers no longer need a salesperson to push them to make a purchase. Instead, they need a trustworthy, reliable individual hyper-focused on personalizing their customer experience as opposed to presenting canned pitches. Let’s look at four key ways to capitalize on this trend and keep your sales team well-equipped for the future.

This is where the principle of scarcity comes into play. “Scarcity is the perception that products are more attractive when their availability is limited,” as written by sales expert,. By letting your prospects know your business is choosy when it comes to who they take on as clients, your services essentially become scarce, naturally increasing the value of your services as a result. , 85% of respondents claimed they would stop buying from a brand if it lacked transparency.

If your product lacks a specific feature a consumer is looking for, it’s important to be upfront about that and explain why your product doesn’t include that feature. If you discover that a prospect’s needs don’t align with your solution, don’t hesitate to point that lead in a different direction. By doing so, you’ll gain the customer’s trust, which is much more valuable than a single sale.

To better inform prospects about your solution, the next step is simple: publish more content. This can be accomplished in a variety of ways – a resource center, an FAQ page, product-focused blog posts, white papers, ebooks, video tutorials and more. Investing in written content, whether by hiring an in-house copywriter or an agency, can lead to more qualified prospects and higher close rates for your sales department.

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