Frictionless selling: how to get more sales in a digital world.
- José Maria Vich
- Jul 24
- 3 min read
The modern CUSTOMER has changed; they are now in the driver's seat. They have unlimited information about people and companies and have been using it for years. They are expert users of networks and make decisions based on knowledge and trust.
It's about making the sales process easier for both the buyer and the seller. Achieving a much higher conversion rate, with a more efficient sales team and happier CUSTOMERS.
In the world of sales, “force” is what brings in sales (a good product or service, a proactive sales team, content that adds value, etc.), while “friction” is anything that slows down the process (a complicated process, inefficient marketing, poor or non-existent customer service, or selling to prospects who are not suitable).
Frictionless selling adds value to your business by increasing force versus friction. It's about empowering your sales team to meet customer needs and grow your business much faster.
What are the three stages of frictionless selling?
Enable your sales team to spend more time selling.
Align your sales process with your CUSTOMERS' buying process to improve service.
Increase your sales through a culture of knowledge.
1) Facilitating is as easy as answering two very simple questions: How do your salespeople use their time? How effective are the tools they use?
Salespeople spend only 35% of their time selling. Most of them spend 65% of their time on administrative tasks and internal meetings. I'm not saying that this isn't important, but for me it's really a waste of valuable time. Sales teams either don't have the tools they need, or the implementation of these tools has been very poor or non-existent (e.g., social networks such as LinkedIn, or poorly implemented CRMs).
At this stage, the focus is on empowering your sales team to spend more time on pure “selling” (spending more time with their CUSTOMERS) and less time on administrative tasks, making much better use of the day and improving the efficiency of the tools they use.
2) Aligning your team means ensuring that your sales process clicks with your CUSTOMER's purchasing process.
It's all about listening. Most companies sell their product or service in the way that best suits them, not in the way that best suits their CUSTOMERS. Buying habits have changed. The old method of aggressively converting prospects into sales is dead. No one likes to be “sold” to with a script in front of them. The 21st-century customer wants you to educate, help, and guide them. They don't want to be “prospected, explored, and converted.”
Just ask yourself these questions: Is your sales team available when a CUSTOMER needs more information? Are your salespeople talking to their CUSTOMERS the way they like, in their language or through their preferred media? Is your payment process simple and fast? Are you available 24/7, 365 days a year? Do you add value to your CUSTOMERS at every stage of the process? If your answer is no to any of these questions, you need to evaluate your process and the sales cycle of your product/service.
This phase focuses on what is important: listening to your CUSTOMER and adapting your sales cycle to your CUSTOMER's purchasing process. This way, you will grow faster and have much happier CUSTOMERS.
A digital executive listens on social media, builds trust, accompanies the customer on their purchasing journey, and is omnichannel, surrounding their CUSTOMER through various me
3) The key: transforming your sales team through a culture of continuous learning is very important for growing a modern business
Are you using coaching techniques with your team? Do you continuously identify areas for improvement to empower their growth, continuously training them and implementing effective KPIs? If the answer is no, you are limiting the possibilities for growing the business.
Aggressive selling, the heavy-handed, intense salesperson of the past, is dead. You have to accompany the CUSTOMER throughout the sales process, trying to focus on:
· Active listening.
· Understanding their needs well.
· Accompanying them with valuable content.
· Understanding the role of each person on the decision-making committee well.
· Identifying key moments.
· Building relationships.
Get a CUSTOMER
There is a #different #way of doing #things Follow us on Bogota Business Leadership and on our website "www.apasiona-t.co
It is good manners to be grateful, and I will personally be eternally grateful to people like Jorge Zuazola, who taught me the magic of #socialmedia, and of course to the best salesperson I have ever known, Ronald C. Stern.
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