A downturn in the economy can sometimes create different opportunities for companies. Contacting a previously disinterested company from years ago just might work out for you the way it did for Rob Lange and his company.
After attending the Samurai Sales Training, Lange changed his approach, listened, and asked what the customer needed. It changed everyone’s mindset and that formerly disinterested company is now a customer and looking to do more with Lange’s company.
Creating a rapport and relationship with clients is so important. Listening to a client’s needs instead of telling them “this is what I can do for you” is a very powerful thing. Samurai also instilled a common language amongst the sales team which allows for a consistent message and confidence for the client.
If you would like to learn more about how the Samurai Business Group’s Sales Mastery Training can help your sales team, please contact us today.
Rob Lange: Even in this down economy and the sales, I don’t care what you’ve been selling, we’re in the manufacturing end of the spectrum. It’s been a very tough year, but we’ve been able to get clients who we would never have had the opportunity of having.
The clients are quality. A perfect example is a person that I contacted five years ago. Big company, they make automotive parts, which we know automotive has been in the tank. They didn’t want anything to do with us. They weren’t interested.
I was coming in with “This is what I can do for you. This is what we can offer,” instead of listening, “What do you need?” Once we changed that mindset of digging in what’s really going on, our sales, all of a sudden, the POs are coming through, they’re consulting me with new projects. It has just been an awakening on how to truly have a relationship.
Samurai has given our sales team a like language and has allowed us a process to monitor the progression of the sale before it’s actually a sale. It’s a powerful thing.