The Human Sales Factor - Practical Insights for Situational Selling Today
Like the alchemist of old, today’s professional sellers are in a unique position where they have to transform themselves into agents who are more precise, more flexible, and more agile than we’ve been in the last half century.
The business environment of today, shaped by the onslaught of digital and communication technologies, the democratization of information, social networking, and exacerbated by Black Swan events like a worldwide pandemic, is demanding that we change up our game.
To excel in this highly competitive, highly digitized, post-pandemic environment, high performing sellers have been shown to use multiple sales processes and sales methodologies. These situational sellers use what I call the read offense mindset. They are highly aware of the buyers they are addressing and use the tools and tactics required to address their situation.
In this 30-minutes presentation delivered at the Sales 3.0 conference, Lance Tyson reviews some of the challenges presented by our new business environment. And in order to transform ourselves into these high performing sellers, we must develop the human sales factor.
Making the argument that humans sell to humans in both B2B and B2C environments, Lance sketches out how situational sellers are able to develop hyper awareness and review all instances of the situation at hand, evaluate what sales processes and methodologies are required, and communicate at an emotional level with their prospects and customers to move the deal forward.
Sign in to hear this presentation and discover why the human sales factor will be the deciding factor in sales for the coming years.