4.Sales Foundations

What makes someone effective at sales? A genuine desire to help others solve problems. In this course, we will explain why and how the best salespeople learn how to see through the eyes of their customers. strategies to help you connect with and understand your customers' needs, and position your product or service as the solution to their problems. also provides a step-by-step how-to guide to creating your own sales process or identifying gaps in your existing one.

Yesterday's customer wanted to be sold to and relied on salespeople for everything. They even wanted them to visit and go out for long lunches. They were loyal, predictable, and needed guidance throughout the sale cycle.

Today's customers are unpredictable, they're super busy, super mobile, super connected, and independent. They don't return phone calls. They see the phone as an interruption. They're too smart for generic and meaningless messaging or robotic call tactics that really get them annoyed. Are you at a loss on how you can please them? Don't take it personally. This customer changes their mind a lot and tends to lack loyalty.

They may be sending you mixed messages because it seems like they might be pushing you away and sending clear signals to give them space. They're also asking you to keep your sales lifeline open. It pays to understand their mixed messages and not give up on them.

There are some things they really do appreciate. They're visually hungry. Since they have a large appetite for devouring visual and bite-size pieces of content, putting them on a healthy, nurturing diet of relevant, fresh, and fun content like cool videos will get their attention.

They like to collaborate. Today's customer is not the lone wolf who flies solo. They prefer to come together, collaborate with others to exchange ideas, share knowledge and discuss strategies and gain consensus. They also rely on their social networks. They're socially astute and rely on their peers and networks for advice, direction, and guidance.

This customer resurfaces everywhere and once you realize these behaviors, it'll be easier to adjust your approach. You will be better equipped to sell to them. Now, start creating some bite-sized visual content for them to review.