How do you improve your outside sales performance metrics through networking and collaboration?

I have found that speaking to prospects from the place of solving their problem rather than pushing your product leads to much more productive networking.

One thing that I have found useful is to listen and understand the customer through his body language as to what he needs. Based on that we need to modify our strategy and place our products accordingly. Unless we talk his language and build trust most of them don't open out. Once they have trust in you they'll open out on the concerns and would request your support to solve them. This in many cases would be helpful in building relationship and clinch the deal if you are providing solutions.

Enhance outside sales performance by actively networking at industry gatherings and leveraging social media for professional connections. Build strategic alliances for mutual referrals and insights. Get involved in local events to boost brand presence. Capitalize on current networks for potential leads. Participate and contribute in industry-related groups. Maintain ongoing communication with contacts and practice social selling techniques. Collaborate with your sales team through shared tools, and continually assess and refine your networking strategies based on sales outcomes.

Selling does not always mean selling something to everyone. Selling is consulting and even foregoing an order if it doesn't benefit the customer. The customer remembers the good advice and will be happy to come back to you if there is a real need. Good news goes on foot, bad news goes by bike.

Operating as a unified team is extremely powerful. If cohesiveness is elusive, drive conversations toward what your teammates’ goals and obstacles are and how you can help them achieve THEIR win… it positions you as a servant leader and compels others to reciprocate support.

Approaching industry experts with talk tracks like “you don’t just stumble into a position like yours, I’m sure you have gained amazing insight in the journey to get here. Would you mind sharing your thoughts on what most people miss when working with professionals in a position similar to yours?” I have found that acknowledging their expertise while asking for their professional opinion opens a whole different level of conversation. The nuggets are endless.

As said by someone “Approach each customer with the idea of helping him or her to solve a problem or achieve a goal, not of selling a product or service.”

If you aren’t having conversations that reveal problems your customer is facing that you can help solve, you are just a product pusher. Partner with your client and position your product or service as a direct solution to a problem they have revealed in conversation. Mastering this process will have customers calling you when they are in need of a solution. Consultative partnership > product pusher.

Be kind. Always. Even to your competitors. In addition to simply being mature, kindness to your competitors is witnessed by customers and it goes a long way. Many times, a customer witnessing your maturity in a tense negotiation will be the unspoken difference on why you land the big deal. Kindness to your competitors is a sign of real confidence, not weakness.

Surround yourself with people who will make you better. If you are the top person in the group, you are in the wrong group. Seek out mentors and coaches that will challenge you and love you enough to tell you the truth. Achieving greatness is more about being aware of your weaknesses that showing off your strengths.

Transactional sales are simple and often do not create loyalty. When developing a new customer seek to be a solutions provider with real life examples. The customer will see your value and insight as part of the package. Your product may be what you are selling, but "You" become the intangible that often is more important than price. This type relationship places the salesman in a position of support which creates trust, loyalty and long term growth.