What if…your business strategist helped your sales team to shift their approach from selling to buying?

As a business strategist, I observe how the truly successful companies are making the transition to what I call ‘The new sales normal’. 

By this I mean that they’ve stopped selling and started engaging their customers in conversations about their changing needs and requirements. 

This more meaningful approach reinforces their understanding of the importance of creating a buying atmosphere rather than a selling one.  

This transition can only be achieved by: 

1. Evaluating the capabilities of your sales people and sales operations. The new normal demands different performance and behavior criteria. As a executive coach, I challenge you to ensure your sales team is suited to, and equipped for, this new environment. 
2. Review performance regularly. Are your sales people adjusting to the new environment? If they’re only paying lip service to it, performance manage them out of the business. 
3. Equip them with the right skills. Regular training and development sessions are more critical than ever for honing the new ‘buying conversation skills’ and brushing up on the basics. 
4. Hire people with a proven behavior track record. Check they’ve created the right buying atmosphere and delivered the type of sales you need.  

What have been your experiences with your customers’ changing attitudes and buying behavior? I’m keen to hear your thoughts through the blog. For more tips check out our related posts on increasing sales in a recession and top teams.

You can also email me richard.bosworth@whatifspecialist.com, follow @richardwhatif on Twitter and find me on LinkedIn under Richard Bosworth.