What do you do if your direct sales techniques are becoming outdated?

Start by looking at the industry you are in. The sales techniques you possess may not be applicable to the industry. If they are relevant, then the easiest thing you can do is find a mentor (internal or external). Sales is the top line of any business, which means you are part owner of the business and hence, what got you till here will not get you where you want to be. 1. Find a mentor 2. Subscribe to industry newsletters 3. Try, fail, try again....

Begin by thoroughly assessing your current sales techniques. Identify what is no longer working or seems outdated. Gathering feedback from your sales team and customers can provide valuable insights.

Here are some outdated sales techniques that you should consider abandoning. • Instead of cold-calling prospects, adopt warm calling. Connect with leads who have already shown interest • Don’t waste time persuading unqualified leads Focus on qualified prospects who genuinely need your product or service. • Rather than bombarding prospects with product/service details tailor your pitch accordingly. • Active listening, understanding pain points and addressing it. • Be proactive. Engage leads promptly after they express interest or interact with your company. • Build genuine relationships with prospects. Be professional but approachable. • Instead of rushing to close the deal, focus on building trust and your prospect’s timeline and needs

By implementing the below steps, you can revitalize your sales approach and stay competitive in the market: 1. Evaluate current strategies and identify shortcomings. 2. Stay updated on emerging trends in direct sales. 3. Embrace digital tools for modernization. 4. Personalize customer interactions for better engagement. 5. Focus on building strong relationships with customers. 6. Provide value-added solutions to address customer needs. 7. Invest in continuous learning and development. 8. Seek feedback and adapt your approach accordingly.

Revitalizing direct sales techniques requires continuous learning and adaption. Immerse yourself in the latest sales methodologies like SPIN Selling, Challenger Sale, or MEDDIC. Study market trends and buyer behavior shifts impacting your industry. Embrace new technologies augmenting the sales process - AI/analytics, social selling, video conferencing. But don't discard core selling principles - active listening, value articulation, rapport building. Blend the new with the proven, experiment and iterate. The best salespeople evolve their techniques while reinforcing the fundamentals of genuine relationship selling.

Embrace new technologies that can streamline sales processes and enhance interaction with customers. Tools like CRM systems, sales automation software, and data analytics can help you better understand customer behaviors and preferences.

We live in a technology yug (era) and the access to information is super easy for us. Social media, online journals, industry newsletters, books, podcasts are all platforms available to us (mostly free) to enhance our knowledge, in case we are stuck. To keep growing in a sales role, we need to be constantly learning new things from various sources. Say no to nothing.

Invest in training for your sales team to ensure they are skilled in using new tools and techniques. Regular training sessions can help keep your team up-to-speed and competent in modern sales approaches.

Consider bringing in an external coach or mentor at Senior Sales Leadership level, ideally someone experienced who can bring new views and approaches to you and your team. No one knows it all, no matter how experienced and having that external peer advice can be invaluable. I have many times been bought in for a 1-2 day session to evaluate, review and advise. Take away pride and a reliance on your experience and journey and seek other expert advice to bounce off of and give new fresh ideas and energy to you and your team.

Best thing to do is re-live your previous successes. The deals you closed, the customer relations you created and maintained; what was driving that? Was it your passion? Was it your love for your job? Once you realise what made you successful, you will start finding the ways to upgrade your skills. The answer lies within you.

Learn from peers in your industry. Networking can provide insights into how others are adapting to changes in sales methodologies. Collaboration may also open up new approaches or partnership opportunities.

I find it extremely beneficial to hang out with a younger generation - It keeps me afloat and always aware of what is coming. Combining your knowledge with theirs is such a life hack!! ✨

Go back to your clients, ex-colleagues etc and talk to them to know your strengths. You will be surprised to know you have more in you than you think. Also, your ex-colleagues are the best people to take feedback from, they do not filter out their feedback which is super helpful.

To make this easy: 🔸 Google "verbal cushions" and start using them in your DAILY communication. 🔸 Add a bit of emotion (with emojis or words, depending on the market and clientele) 🔸 Be yourself, have fun, make friends -> You will enjoy your work more AND sell more. 💸

Keep up-to-date with the latest sales trends and technologies in your industry. Attending workshops, seminars, and reading up on current sales strategies can provide fresh ideas and perspectives.

Give AI a try, it can help with making a part of your job a little easy. Take some time off. Find a hobby other than your work.

Learn from everyone around you and consider the exact strategies they are employing to get you interested. How a Oud Salesmen in a Dubai mall gets you interested. If a Travel Package provider or a Credit Card Salesman forced you to listen to them. If your Salon Attendant was able to convince you to go for their facial package. If they got you interested with their sales techniques, you can get your prospects interested by employing a variation of those very techniques. Sales is Everywhere. Listen for it