Do You Have Sellers or Pageant Contestants?0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Happy to be a business leader. Cheerful businessman with outstre

Juliet:
“What’s in a name? That which we call a rose
By any other name would smell as sweet.”

That may have worked for old Willie Shakespeare and sweet Juliet, but in sales names, labels and definitions count. While we already live with a lot of mislabelling, like sales people calling suspects prospects, or when they tell you a prospect is in “information gathering” stage, because a voice on the phone asked them to send a brochure. Usually you can roll with it, and put your energy into recalibrating their sales compass, rehabilitate and move on. But it is a bit harder to not laugh or even be concerned when it is the pundits who are off the mark.

I recently got a notice about a social selling event, as you know I hate hyphenated selling, it screams of sales people hiding things they don’t want to do behind a label; usually things one has to do if one is going to call themselves a sales professional.

The headline for the event read:

“90% of buyers start their journey online. Meet them where they are.”

OK, but if we are talking about selling, why are focused on just buyers? They are going to buy, they started the journey on their own. Let’s look at it through a B2C filter, where social media has truly impacted the sell/buy equation, they call these people shoppers. Yes, marketing and advertising got them to pay attention, they come to your shop, some high end shops may have specialist clerks, but I think if we look at Amazon, we see someone who has figured out what to do with shoppers, or buyers, and sales people are not part of that story.

While B2B shoppers, buyers by any other name, may require servicing between the time they made up their mind to enter the market and shop, about the only role a rep working for the winning “shop” is to provide price (or price concessions), and take the order. Again, we’re talking buyers, self-initiated buyers, which is why they went on line. Sellers add value to their company and earn their commissions by engaging with non-self-initiated-buyers, people not shopping, and bringing them in to the market and selling them.

These buyers are more like judges in the Miss America Pageant, and if you choose to sell this way, you are one of a long line of vendor-contestants, they will slowly narrow down till they crown their favorite order taker. Sure you can charm them during the on-stage questions segment, give it your all during the talent segment, (this is where the marketing team can really help), or pack a bit more oomph in the bathing suit stride across the stage. But there is no getting away from the fact that in this scenario, when working with self-initiated-buyers, you are one of many contestants, not a seller. You see sellers sell, they let others in the company handle the buyers. And as tools and technology make capturing and servicing BUYERS more effective and efficient, both from an experience and cost standpoint, the less requirement there will be contestants, and a greater opportunity for real sellers.

So what is your team made up of, sellers or contestants?

Tibor Shanto

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