Ryan Estis has
become one of the most requested Speakers for Sales Audiences across the country. His inspiring ideas, innovative insights and take-action philosophy helps Sales people take their game to a whole new level. Here are Ryan Estis 5 Ways to Succeed in Sales in 2020.
1. Do your homework.
I get four or five cold sales emails a day. Rarely does the seller take the time to properly research my company. As a prospect, I’m a pretty easy target. I have years of blog content in the archives available for anyone who’s interested in my business. If a seller researched me, determined I was a good fit for their solution or service, and reached out in a way that focused on me and my business challenges, you better believe I’d pause before hitting “Delete.”
2. Find opportunities for customization and personalization.
Do you believe deeply that you can help the customer? Prove it. Get specific. Tell prospects why they should care, and show up prepared for impact. Your ability to customize for every client is imperative. It’s what the customer expects today.
3. Be a teacher.
Teaching sells. I walked into a client meeting this week and they had already read my last 10 blog posts and consumed a bunch of video content. That created an immediate connection and helped us have a much more personal, productive meeting. That’s the blog delivering value and doing the work.
Today, expertise is the price of admission to earn the opportunity to sell, and it pays to demonstrate that expertise where your customers are spending time. Teaching is a gateway into a credible relationship built on trust. Look for every opportunity to contribute value and provide expert guidance up front. If you aren’t ready to deliver compelling insight (on your industry, your solution, the market, your customer), go back to step #1.
4. More isn’t better. Better is better.
Automation makes it easy to blast out an email to 20,000 people on a list. Somebody’s gotta respond, right? Wrong. I cannot think of a faster way to take a relationship from neutral to negative than to consistently assault someone’s inbox with irrelevant information. Instead, slow down and make every interaction count. Every touchpoint with a potential customer is a chance to add value and advance the relationship. So often, “less but better” is the right approach.
5. Human connection.
Sales isn’t just about the science. There’s a craft to professional selling. Look for ways to build a meaningful connection. That might mean closing the laptop and finding a way to talk to your clients and prospects, on the phone or in person. Can you differentiate and win on human connection? The best way I know how is to deliver a little bit more than the customer expects every single time. Be remarkable consistently.
If you are preparing to win in a 2020 world it’s essential to embrace process discipline, brand the sales experience and deliver impact that a customer knows they cannot get from anyone else. In the eyes of the customer, you are the company!
About Ryan Estis:
Ryan Estis understands the challenges business leaders and top performers face, because he’s been in their shoes. He spent 15 years helping companies connect with employees and customers as an ad agency executive, building a client roster of category leading brands. Nine years ago, he decided to put that experience into practice and launch his own research and learning organization. Ryan is afforded an inside look at what the world’s best companies do differently and he shares that insight by helping clients initiate change, improve performance and deliver growth.
To Learn more about Ryan contact [email protected]
Derek Sweeney is the Director of Speaker Ideas at The Sweeney Agency. www.thesweeneyagency.com. For 15 years Derek has been helping clients find the right Speakers for their events. Derek can be reached at 1-866 727-7555 or [email protected]