Everything is moving, all of the time. In the knowledge-based economy, commerce is the intersection between providers and consumers, product features and needs, information and interests, agendas and alignments. To sell a service, a product, or an idea requires deconstructing all these moving parts in order to plot their trajectories and discover where paths cross. These intersections are where sales success can happen.
Greg Smith has coined the term “Intersectional Selling” to describe a deliberate strategy of finding these alignments and then developing the right tools and training to capture the opportunities they represent. As a speaker and consultant, he has an exceptional ability to map the marketplace of products and ideas, create sales strategies and messages, and build narratives that people will buy, believe, and follow.
Have Greg speak at your event, train your team, or consult with your leaders.
Matching Sales Strategy to the Ten Reasons Customers Buy
If you aren’t selling as much as you think you should, it could be that your sales process template is too limited. Traditionally, we are told that customers buy solutions to solve problems (thus, we orient the sale around their supposed “pain point”) or because they want to “keep up with the Joneses.” But people buy things for all sorts of reasons that have nothing to do with easing pain or peer pressure. When your sales process, messaging, and training don’t take into account these complex motivations, too many of your presentations neither connect nor close.
Three Obvious Reasons People Buy:
Seven Less Obvious Reasons People Buy:
Greg Smith will help your team to understand what drives your customers and how to find messages and processes that connect, and he will train your staff to close more deals.
The Commodity vs. Custom Paradox
Most salespeople are taught to avoid framing their product or service as a commodity, because commodity sales produce low margins and little customer loyalty. They are taught to frame what they are selling as a custom solution in order to generate more profit and long-term customer relationships. The paradox is that customization reduces sales volume, increases the intensity of the sales relationship, and lengthens the time it takes to close.
Sellers need to frame their product or service with the right amount of customization to differentiate themselves from the competition and maintain margins, while retaining enough commoditization to preserve volume by making the product comprehensible with minimal sales effort.
Greg Smith will work with your team to find the right balance for your sales process and messaging, and he will train your team to present better and close faster.
Hunters or Farmers?
Some salespeople are naturally inclined to be hunters (finding customers), and some are more inclined to be farmers (cultivating accounts). Some customers are more inclined to buy from a hunter, while some are loyal to the product and just need to be tended to by a competent farmer to keep ordering. Some products or service are better suited to one of these approaches than the other. Obviously, leaders must align their sales tools, training, and teams to the right style to maximize success. But how?
Greg Smith will work with your team to help sort out the hunters from the farmers, the customers that are loyal to salespeople from those who are loyal to the product, and the products that are best sold by hunters and those that are best cultivated by farmers.