In the life of every business, there comes a time to learn new sales techniques. Do not make the mistake of being so attached to the way you have always done things that you miss great new opportunities. There may be profit for you in new sales techniques.
Sometimes, the new kid on the block has great ideas!
It is often interesting to watch the clash between people who are new to an industry and people who have been in an industry for an extended period of time. Often both parties think they are the best thing to hit the industry since sliced bread hit sandwich shops. Neither side thinks the other has anything worth listening to. Both are wrong. There is value to be found in old, trusted and true sales techniques. There is also value and profit to be found in new sales techniques. It is important to keep in mind that no matter what industry you work in, you have to sell in order to earn income. Even if you are an experienced sales person and have been selling in your industry, successfully for an extended period of time, there are always new things to learn.
There are trends in every industry. The trends come and trends go. Each day there are new ways invented to do almost everything under the sun. Selling is no different. Once upon a time stores sold through television commercials and advertisements in newspapers. Today, many companies find selling through online media and sponsored posts are great ways to reach customers. Companies who ignore online media and only advertise in newspapers miss quite a large audience and perhaps are not making the income they could be if they chose to follow current sales trends. This is not to say that new trends in sales should displace all your tried and true sales techniques. There is a relationship between new sales techniques and old sales techniques that reminds me of the words of a song my children learned at school:
Make new friends, but keep the old
One is silver and the other is gold.
It is important to understand that not all sales practices and techniques are created to be followed forever. Indeed, some techniques are good for a reason or a season. Very few sales techniques were created to be followed for the lifetime of a business or industry. Do not dismiss a sales technique merely because it is not designed to last forever. Instead, pick up the new technique, learn how it works and then use it as long as it is feasible to do so. Then, when it is no longer useful, set it aside and pick up another technique. This concept is actually something that is common in business. Sales techniques are tools. Tools are picked up, used and then when they no longer work, they are set aside and some new tool is brought in for use. All of this is part of the life cycle of a business.
When you decide to pick up a new sales technique, do not do it blindly. Instead move forward with the new sales technique with a plan in mind. After all, old saying is true, if you fail to plan, you plan to fail. Take the time to figure out the best way to use new sales techniques. Just as you would not purchase new equipment for the office and give it to employees without explanation and training, you should not give new sales techniques to employees without discussion and training. Train employees so that they understand the new techniques and why your business will be using them. The time spent doing this will be well worth it. After all, the employees can sell better when they understand what they are being asked to do and why.
Be selective when choosing new sales techniques because every sales technique is not a perfect fit for every business.
It is tempting to jump on every business trend that comes down the pike. As a business owner, you must find a way to resist the temptation and only follow trends that will benefit your business. When it comes to your business and what you will do with it, look deep before you leap.
Just as fashion trends are often fleeting, some sales techniques are fleeting. Some sales techniques will be good ideas this month and bad ideas next month. That does not change the fact that the sales technique should be users this month. When you understand and appreciate this idea, you will be able to pick up and out down new sales techniques at will and probably have better sales results. It cannot be stressed enough that sales techniques are tools. Tools are to be used as long as they do the job and then set aside when they no longer do the job or lose their effectiveness.
Keep in mind the fact that not every new sales technique is good for every business. When new sales techniques appear, look deep before you leap. Make sure a technique is a good fit for your company before you adopt it. Even if all your competitors are jumping on board, you do not have to jump with them. Take time to make sure the trends you follow work with your employees, business and client base. When a sales trend is wrong for your business, it will cost you more than you gain. When a trend is right for your business, it will lead to profit. Carry out your own due diligence investigation before starting to follow a new sales trend.