Author : Tal Paperin
Publisher :
Page : 108 pages
File Size : 43,93 MB
Release : 2018-06-10
Category :
ISBN : 9781983129865
When I started working in international sales, quite some time ago, I lucked out. Not only did I have a great boss who was excited to teach me (and was a great teacher), but I landed in an industry with relatively low competition and a product that sold itself.At that first job, after being taught how to identify potential clients, I started sending out personalized "cold emails." The response rate for these well-researched prospects was about 20%. I would then pick up the phone and call the others - and at the end of the day, among everyone I contacted, I would close about 20%-25% of those initial cold leads without having to make much more effort than picking up the phone.A well-researched lead was relatively simple to close - but even those that did not close were useful because they helped me generate further leads. So I had emails, a website and the PHONE - and I ended up contacting 100% of the leads - being turned down completely by only 10%-15%. As most of you in sales know, this was an abnormal response rate, and set my expectations for cold calling a little too high.Those numbers are no longer achievable using the old methods.Over the last two decades, the world has moved forward considerably and the selling world has moved along with it. Selling like it's 1970 or even 2004 doesn't work like it used to anymore. The way buyers and sellers interact during the buying and selling process is no longer the same and it is constantly changing with the times.This book is dedicated to giving the readers accurate information on selling techniques that work in this new business world. It provides its readers with concise methods of applying consultative selling to their businesses and other sales processes, achieving the most fruitful and profitable business results.Today's business-to-business selling and even business-to-customer selling is quickly undergoing a serious revolution. The idea that business is hard and slow can only be attributed to one causative factor: the use of traditional selling approaches. In today's world, traditional selling techniques are becoming increasingly unproductive - especially in the sphere of international business, sales and management processes. In fact, those aggressive styles and product-focused selling methods are now so outdated that customers don't even want to meet and listen to salespersons that use them. Customers have found ways to make their own product inquiries and finding their own solutions to their problems, thus avoiding the usual face-to-face buying process.In these changing times, salespersons have struggled to find a way to stay relevant, as customers today no longer rely on them for their product information. One major reason for this decline in the relevance of salespersons in today's world is the rise and improvement in technology and the widely accessible information that is at the disposal of everyone - including today's customers. Advancements in technology have changed customer behavior. A wealth of information is now at the disposal of customers who want to extensively research their purchase before pulling the sales trigger. This trend has relegated so many salespersons to the ground as customers are now more inclined to manage the process on their own terms.This behavior has also found its way to the international business sales world, as buyers of business technologies, products, and services all over the globe are conducting the same type of research that the ordinary B2C customer does even before contacting the salesperson or business organization they are interested in buying from. Today's buyers are firmly in control of their buying process, learning most of what they want to know about a seller, his business, his products, and services even before they reach out to him.This book will introduce you to the new sales world of the 21st century.