Does the world really need more sales people?
One of the many benefits of the internet is that consumers and business buyers now have unlimited access to all the information that they need and easy ways to make purchases. At one click, they can access;
- Hundreds of suppliers
- Blogs and information sites offering advice to potential buyers
- Customer reviews and case studies
In addition, they can order via credit card for instant or next day deliver.
In this world of easy payment and instant access, do we really need sales people?
Some businesses argue that we do not, that effective marketing and a good website are enough to generate sales and in some cases, this is true. However, for the majority of business, good sales people remain an essential part of the business development process.
7 reasons that your business needs good Sales People
- Customers don’t really buy your product, they buy the idea behind your product. Let’s say 3 customers each buy the same CRM system. One customer may buy it because they fear that competitors will be gaining an advantage over them. Another might do it to be able to find efficiencies in their sales force and another might do it because it is important to them to be seen at the leading edge of technical innovation in their role. Great sales people invest efforts in finding out what the real concerns of customers are and on solving those problems. They focus on finding out what job the client needs the product to do, rather than just pitching features and benefits.
- Every business needs new business.
Any business will lose between 10% and 20% of its customers each year due to reasons beyond their control. Customers change jobs, retire, restructure and shift focus. New business is the life -blood of any commercial organisation. Effective sales people know how to find prospects and create new customers.
- Many customers don’t know they need your product.
How many products and services exist today that simply did not exist even just a few years ago? We didn’t know that we would need smart phones, tablets, web designs, SEO experts, online movie rentals, but we take them for granted. Often, customers do not know they need a product until they have an opportunity to discuss their business with a sales person. Only then do they begin to see the potential benefits. Great sales people don’t just respond to needs, they help to create the need.
- Sales Data is confusing and misleading
Have you ever spent a significant sum of money on an important purchase, only to find that there was a better product or deal available?Many customers need an opportunity to discuss their needs with a knowledgeable sales person so that they can make their minds up confident in the knowledge that they are making the best decision possible.
- Service Matters
In many cases, customers buy from one supplier because they feel like they know and trust the sales people that they deal with. The sales service is a key driver for many customers.
- Complexity and Value
Not every deal is simple enough for an automatic transaction. Many sales require nurturing over a long period of time because they involve high value deals and multiple decision makers.
Sometimes, customers need a gently push in the right direction. They need reasons to act now.
A customer who has realised that they have a need, but who has not yet decided on a supplier, is a customer liable to be poached by a competitor. Sales people know how to create both the desire and urgency to buy.