Selling today is harder. The world has changed so fast that many sales methodologies and sales techniques are simply outdated. Today’s buyers have new expectations when it comes to buying something.
These expectations include things like speed, ease-of-use, and the ability to try before you buy. These expectations have in part been fueled by devices, technology, and apps.
There are still lots of folks who want to talk to someone before buying something, but there is something to be learned here.
People trust their technology more than people – especially salespeople.
Why is this?
The answer is psychological safety.
Technology allows a safe environment in which to explore, learn, and discover. Today’s buyers have grown up comforted by their technology. It made them feel safe as kids. It makes them feel safe now.
Most salespeople fail to create psychological safety with their prospects.
So…
To sell today, a salesperson must:
- Be a hero-maker, putting themselves in the trusted guide position to empower their prospects
- Create a safe environment to uncover root causes
- Present a solution in such a way as to cast a vision of a new future state
- Allow their prospects the space to take ownership for their decision
Is this easy? Yes and no.
Yes – because it feels right. It’s the human thing to do. It’s how you’d like to be treated.
No – because it will take time to unlearn all the bad habits that make prospects feel unsafe
What can you do right now to improve your sales skills? Consider mastering what it takes to create psychological safety with your prospects.
Amy Edmondson is a great voice on psychological safety (her work is easily adaptable to sales)
I hope this helps!
PS – This is why I wrote the book, Feel Good About Selling – Increase Your Sales | Keep Your Integrity
Coming early 2022
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