LEADERSHIP RESOURCES BLOG

Guidance on leadership development & strategic planning.

Have You Been Called “Salesy”? Here’s How to Start Selling More Naturally

By Leadership Resources 04/10/2020
Man working with headset

It might seem odd that the term “salesy” has become a pejorative. After all, the main objective of a sales team is to sell their company’s products and services. However, those on the other end of a sales call have their own priorities and challenges, and no one enjoys feeling pressured to agree to a contract or make a purchase. 

By now, most people can tell when the person selling something is doing it for the wrong reasons and not actually interested in the customer’s needs. As a result, salespeople who come off as too pushy and/or inauthentic end up losing more leads and sales than they gain. So, if your team has been accused of being “salesy,” your success rate and reputation will take a hit. It’s time to adopt a new approach to sales and sales team management. Here are some tips on how to start selling more naturally.

How to Have More Natural Sales Language

Remember: The Need is More Important than the Product

Improving your sales strategy begins by recognizing that, to the customer, what you’re selling is secondary to their needs. In other words, your sales team must shift its thinking from focusing on selling a product or service to addressing a prospect’s specific pain points. For instance, if you’re selling software solutions to a company, start the conversation by asking questions about their operations and common issues that your product can resolve. Taking this approach reminds the potential buyer of their needs and establishes a level of trust between both parties.

Do Not Push — Get Ahead of the Game

If selling is the main source of revenue for your business, easing up a bit is easier said than done. Still, considering that high-pressure sales pitches are less and less effective these days (and even detrimental), loosening your grip a bit is more beneficial in the long run. You can do this by “getting ahead of the game,” so to speak. What does this mean, exactly? Simply put, openly anticipate that your customer might decline your offer by laying out the possibilities from the outset. You and your prospect both know what’s going on, after all.

So, you can build trust by being transparent and leading a call or meeting with something like: “When we’re finished talking today you might decide that we can offer something valuable for your company or you might decide that now isn’t the right time. We’re here to make sure you make the best decision for your needs.” Acknowledging that “no” is an option reduces the pressure and makes everyone more comfortable.

Let the Other Party Talk (Ask Questions)

Speaking of transparency, another way to sell more naturally is to not hog the line: let the other party talk. If the prospect isn’t particularly chatty, ask meaningful, open-ended questions (avoid closed-off “yes or no” questions). Doing so may reveal important pain points and concerns that can help you improve your pitch and better understand the other party. Plus, allowing the prospect to speak creates a conversational balance that naturally reduces the “salesiness” of the interaction.

Sell by Not Selling (Inbound Marketing)

When we think of sales, we often think about outbound marketing strategies like cold calls, mailing lists, trade shows, etc. However, inbound marketing strategies are just as important, especially these days where social media and search algorithms dominate the information sphere. These strategies include content creation, social media marketing, search engine optimization, and other tactics that organically lead targeted audiences to your company and products. One major benefit of a strong inbound marketing approach is that it rarely comes off as “salesy” because people are coming to you, not vice versa. That said, you can still eliminate any potential “salesiness” by investing in great copywriting that’s easy to read, relatable, and highly relevant.

Focus on Developing Leaders in Your Sales Team

Your sales numbers depend on the performance of your sales team. If your people lack clear direction or don’t receive consistent, constructive feedback, they will continue to fall into the same ruts. In order to level up your sales strategy, then, you have to level up your sales staff. Investing in sales leadership training is crucial to staying ahead of the curve in this challenging, competitive industry. 

An effective sales leadership development program might include seminars on how to personalize sales pitches, encourage prospect’s to do the talking, create quality sales copy and marketing content, follow up properly with different types of leads, and much more. As members of your sales team continue developing leadership skills, they can pass on their knowledge to newer, less experienced employees.

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Being too “salesy” is a losing strategy. Shifting to a needs-focused, low-pressure, transparent, magnetic approach, combined with proper sales leadership development will help you win.

At Leadership Resources, our purpose is making the impossible possible through people. We aim to do so by helping individuals develop patterns of success that will decrease stress levels and maximize productivity. Contact us here to learn more about what we do and how it can help your business succeed and grow.

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Leadership Resources was Just Named Top Leadership Development for 2019 by HR Tech Outlook

By Leadership Resources 07/22/2019
winner

The best leaders know how important it is to recognize their team members and partners whenever someone goes above and beyond. Simply put, recognition is rewarding in and of itself. That’s why we’re honored to be recognized by HR Tech Outlook as their company of the year within their category of the Top 10 Leadership Development Training/Coaching Companies.

HR Tech Outlook is a publication focused on the technological advancements and changes occurring in the human resources industry, and in the business world more broadly. To be considered a top leadership development firm in their eyes, a company must be forward-thinking, open to change, and willing to use cutting-edge technology to achieve its goals. Here at Leadership Resources, we’re proud to fit this bill through our Accelerate Program and EOS® Implementation.

Our Accelerate Leadership Program

Leadership development is an ongoing process that can occur wherever you are, at every stage of life. In a world where more and more individuals are working remotely, traveling constantly, and bouncing between roles and careers, leadership development coaching should be more accessible and flexible for everyone’s lifestyle. 

With our Accelerate Leadership Program, the resources, experts, and support necessary for developing leadership skills are available for each client as they embark on their unique development journey, regardless of their location or position. Users can go it alone or join a real-life or virtual cohort to grow together, taking courses, working with coaches, and tracking their individual and organizational progress via the Accelerate software. 

This program is designed for people at all levels, whether they’re aspiring to become a leader, recently entered a leadership role, or want to expand their knowledge as an established leader.

EOS® Implementation

Another way Leadership Resources embraces modern methods is through our implementation of the Entrepreneurial Operating System®, which provides prospective and current leaders with a top leadership development consultant (EOS Implementer™). EOS Implementers™ help leaders establish a cohesive vision for their organization and improve their team culture by establishing habits and skills that can be used in a practical, day-to-day way.

Read HR Tech Outlook’s Write-Up on Our Company

For more on how Leadership Resources is blazing a trail in the leadership development industry, check out HR Tech Outlook’s article which recognizes Leadership Resources as the top leadership development firm of 2019. This article features several insights from Boyd Ober, President and CEO of Leadership Resources, regarding the importance of accountability, strategic planning, and specialized coaching for organizational success.

As technology improves and the business landscape changes, one thing will remain constant: the need for good leaders. We thank HR Tech Outlook for recognizing our efforts in establishing a model for ongoing organizational growth through modern approaches to business consulting services and leadership development. We aim to continue innovating into the future.

At Leadership Resources, our purpose is making the impossible possible through people. We aim to do so by helping individuals develop patterns of success that will decrease stress levels and maximize productivity. Contact us here to learn more about what we do and how it can help your business succeed and grow.

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