Sales are the lifeblood of any business, serving as the critical bridge between a company’s products or services and its customers. Without an effective sales strategy, businesses struggle to generate revenue, grow, and ultimately thrive in the competitive marketplace.
Conductor’s 10X Growth Accelerator Director & CEO of Dave Creek Media, Glenn Crockett, is an expert in the realm of sales. Glenn has led multiple sales workshops for the Conductor, with the most recent being at the Morrilton Chamber of Commerce.
His workshop, “The Less You Sell, The More You Sell”, takes business owners through the foundation of relationship building, trust, expectations, and more. “If you focus on everyone, you focus on no one,” Crockett stated. Knowing your specific audience is key in every piece of business, establishing your ideal customer profile. To be an effective salesperson, you must understand your target audience. What are their pain points, desires, and motivations? By identifying your customers’ needs, you can present your product or service as the solution they’ve been searching for.
Crockett emphasizes the importance of knowing your unique value proposition and to ask yourself these questions: How are you different? Why would people buy from you? Are you navigating in a Red Ocean or exploring the vast possibilities of a Blue Ocean?
The term “red ocean” signifies a market or industry characterized by intense competition, where numerous companies are vying for the same customers and market share. A “blue ocean” represents a market space with little to no competition. It’s a metaphorical space where a company can chart its own course and create new demand for its products or services. Crockett recommends business owners check out the book, “Purple Cow”, by Seth Godin to dive deeper into this topic.
“People buy from people they know, like, and trust,” said Crockett. Think back to the last service you needed. Who did you choose to repair that air conditioning unit? Who did you pick to do your taxes? Most likely, it was someone you know, like, and trust.
Crockett advised, “Focus on being interested instead of trying to be interesting.” In short, it all comes down to active listening. Placing the client at the center of your attention, working to solve their challenges, and establishing yourself as a reliable resource will invariably benefit sales professionals in any context. This approach far surpasses the approach of overselling, dominating the conversation, and rushing too quickly into closing a deal.
Crockett often cites Chick-Fil-A as a stellar example of consistently “exceeding expectations.” When this mindset is embraced in sales, it can dissolve the stereotypical perception of salespeople and replace it with individuals who are known, liked, and trusted by their clientele.
For more sales workshops, content, and other topics your business may need help with, visit arconductor.org and check out our upcoming events and workshops!