Whether your organisation is a large corporation or a small business, there are typically four levels of salespeople within.

Depending on the complexity and value of your services, different sales approaches may be required.

1. Order taker: This base level is transactional and it is a relatively simple process, often handled by entry level roles. Every business has an obligation to provide service to their customers by doing what is requested. This is customer service 101; however, simply waiting for customers to ask will not create a successful business.
2. Relationship Builder: More advanced or higher value sales processes will require more steps including relationship building. While forming relationships is crucial, being someone’s friend doesn’t guarantee they will choose to do business with you – at times too much of a personal connection can be a deterrent, so it’s important to be friendly but remain professional as well. At this level we can start to use consultative selling techniques to understand and address needs.
3. Technical Expert: The next step in the value journey is to be good at what you do – an industry specialist who understands the wider environment and is ready to share this knowledge with your customers. This approach is generally needed for more complex sales and may require tailored solutions.
4. Strategic Partner: The pinnacle for high value salespeople is to be a strategic partner who proactively supports your customers to succeed in achieving their goals, protecting them from risk and helping them overcome challenges.

Successful sales teams understand and embrace all four levels, embracing their role at each step.

Strategic partnership are a WIN-WIN-WIN and should be the ultimate goal of every salesperson who sells valued solutions. This means a win for the customer, the salesperson and the organisation. To achieve this, we must focus on helping our customer to succeedin what is most important to them by first understanding their unique needs, opportunities or challenges.

“You will get all you want in life if you help enough other people get what they want.” Zig Ziglar

Trust is the foundation of a strategic partnership which begins with a service mindset, strong personal connection, industry expertise and then follows through with proactive solutions being put in place.

When we aim to deliver sales through service on this level, we easily build a loyal base of Raving Fans who will provide unlimited returns to our business.

It all starts with a mindset, when we get this right, everything can follow.

The better it gets, the better it gets!

At Shine Executive, we love supporting organisations to create a high-performance culture by bringing out the best in their people.

We are here to help with speaking, consulting, training, conferences, coaching or offsite events and specialise in the following areas:

High Performing Teams | Leadership | Sales Training | EQ & Neuroscience | Financial Services Sales & Service | DISC Personality Profiles | Five Behaviours of Cohesive Teams | Positive Psychology | GROWTH Coaching

Our bespoke people and performance solutions are created to meet your unique business needs, time available and working environment – so if you have something that’s important to you why not Book your free 30 minute call now to discuss. We’d love to hear from you.

Or contact us at naomi@shineexecutive.com.au or +61 423 936090.