Fact 3: Face-to-face and phone are still the most effective ways to sell.
Have you ever NOT received an e-mail that someone swore they sent to you? It just happened to me again two weeks ago. In addition to the fact that you can’ t always rely on an e-mail, LinkedIn in-mail, or other“ internet” communication to reach the person, you also lose the most important parts of communication such as voice tone and body language. Couple that with the fact that electronic communication distances you and dehumanizes the experience. For these reasons, in-person communication is always the most effective followed second by Skype, and other face-to-face apps, and third by phone communication.
Electronic communication serves its purpose which is: short-sweet, non-critical communication in which you are simply conveying information. What kills me is when I see salespeople using an e-mail for initial communication or during an important part of the selling process. In this case they are simply hiding behind technology because they are afraid to make a call. Also keep in mind that even non-critical electronic communication has to be backed up with a phone call or in-person contact to ensure it was received.
You have much more impact when people can see and / or hear you. Don’ t hide behind technology and spam people on the initial and other important communications.
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Fact 4: It IS still all about relationships and doing what’ s best for the other person.
There is no“ new relationship selling” or“ solution selling.” The best have always focused on the longterm relationship and the best possible solution for the prospect, even if it involved sending someone to the competition. The best have always been seen as a peer and business partner looking out for the best interests of the prospect.
The bottom line is: the only way sales has changed is for those doing it the wrong way. Years ago you could pull the wool over someone’ s eyes, get away with not knowing as much, have subpar sales and people skills, and not work as hard. That said, the people who have always done it right, have found little has changed over the years. For them, being great at sales still requires that you work hard and make the calls, communicate effectively, build the personal relationships, are professional, knowledgeable, put the other person first, and embody the character traits of honesty and integrity. www. kansasmutual. net Contact us at:( 800) 873-5642
John Chapin is a sales and motivational speaker and trainer. For his free newsletter, or if you would like him to speak at your next event, go to: www. completeselling. com John has over 28 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. For permission to reprint, e-mail: johnchapin @ completeselling. com.
| September- October 2016 | KANSAS INSURANCE AGENT & BROKER
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