Especially for digital professionals , it is essential to be able to convey two fundamental concepts through your sales force every time you communicate with customers or prospects: trust and technology .
Building a relationship of trust and virtuous communication with existing or potential clients is undoubtedly the keystone for a winning relationship , in which all the players involved benefit from a positive result . However, trust is also built with results , with strategies and working methods , and in this sense it is inevitable that today technology plays a fundamental role.
When the entire concept of the commercial proposal changes , moving from traditional outbound marketing to the more advanced, performing and calibrated inbound marketing , it goes without saying that the entire structure of sales must also be re-evaluated according to new principles .Sales Strategy
The world of SMEs – but also that of large companies – which is increasingly affected by the new marketing scenarios, digital and otherwise, is faced with completely new scenarios , which also include continuous training, maximum professionalism, propensity for evolution technological, reliability. It is no coincidence that nowadays we talk every day about ” technological innovation ” when defining the future of businesses .
In this very complex and diversified landscape, customers also change . Today’s customers are evolved, culturally more prepared , they have no problem asking for more information on products and services, let alone contacting several companies offering the same offer and evaluating the pros and cons of each. This roadmap occurs at any level of sales : in the relationship between marketer and company prospect, in the relationship between companies from a B2C perspective, in the relationship between end customer and brand. Whoever is the point of reference for the Sales at any level of this path will therefore have to transmit trust and technology to their interlocutor.
The main challenge is simple to explain, but very complex to win: not only to generate new customers, but to retain them – and therefore retain them – over the long term in an increasingly highly competitive market. Trust is the first foundation on which to build lasting relationships .
Let’s see together what trust means.
The definition reads, verbatim, as follows:
“Attribution of potential compliant with one’s wishes, substantially motivated by a real or presumed elective affinity or by an experienced margin of guarantee: having f. in a person, in progress, in one’s own strength; inspire trust. “
Here are the terms linked to this word : potentiality, conformity, desire, affinity, guarantee, inspiration . The company or, more specifically, the Sales figure who manages to convey these values is a winning Sales figure.
“Wide field of research, in which various technical and scientific disciplines are involved, which studies the application and use of everything that can be functional to the solution of practical problems, the optimization of procedures, the choice of operational strategies for achieve a certain goal; in a more restrictive sense, the study of applied sciences with particular reference to industrial transformation processes. “
Also in this case, there are contingent terms linked to this word and they should not be underestimated: technology is research, multidisciplinary involvement, study, application, use, functionality, solution, optimization, strategy, process, transformation. And therefore progress .
Every professional in the commercial area is now deeply aware of the fact that trust and technology are two closely related concepts , which breathe in synergy, and that one no longer exists without the other. Every sales strategy should therefore follow this axiom .