In “Top 7 Critical Sales Trends for 2012” we found that the trends the author mentions are not trends. We think these methods are as should be to used to improve relationships and result in closing sales.
The trends range from concentrating on the language of sales professionals and customers to win-loss analysis.
What we found most insightful in this write-up was:
Today, it’s the personal interactions with prospective customers that determines winners from losers, not the internal processes of the sales organization. In 2012 more companies will be studying and categorizing these customer interactions so they can improve sales force effectiveness.
All of the “trends” mentioned may be “new” but we think the basics of understanding the customer and what is a benefit to the customer can improve business relations through a commitment and understanding of needs that look beyond the “sale” to the needs and benefits that can drive sales because it “helps” the customer. That’s our desire for our clients, what can we do to help you improve your own business? Does your sales activity sheet reflect this focus on the customer?
Stephanie Ringer, January 3, 2012
