Agile Selling: 6 Strategies to Survive the 21st Century
In the past, little was said about consultative selling.
Worse, the consumer’s ability to delve deeper into the world of solutions that existed to a problem he needed to solve was very limited.
This greatly helped sellers to close more deals, as customers arrived without information about the market and ended up accepting a speech that was often memorized.
However, in recent decades ( Spin Selling emerged in the mid-1980s and was a milestone that made this change of thinking clear), but especially in recent years, with the emergence and popularization of the internet, this scenario has been transformed.
And, nowadays, I would say that it has already turned to dust!
Do you still find someone in the market who hasn’t researched competitors and who doesn’t give you an example or two of what they can do? It happens, it’s true! But it’s much harder than it used to be.
How can you then, in addition to making sure that your customer won’t stop at the competitor, convince them to buy your solution and not get in the way?
The answer is simple: Study, study and study!
Practice, my friend, is another story! Things can get a bit confusing. Now, I’ll explain to you why.
No, you haven’t gone back to high school or university, but I’m sorry to tell you: you need to study, read and learn to learn!
Today, time passes as if it does not respect the limits of the rational, and information passes as if the hours of the day were infinite.
The book Agile Selling, by Jill Konrath, is inspired precisely by this paradigm shift.
After seeing that everything she knew about sales didn’t work anymore and after losing some customers and going through some difficult situations (pressure from all sides, doubt, low self-confidence, etc.), she realizes that there are two paths: give up and accept defeat or learn the lesson and find an answer.
Fortunately, she ended up following the last path.
And it was precisely because of this choice that led her to learn to adapt quickly to any situation, to learn to learn!
Understand how Agile Selling works? Not yet? I don’t blame you.
While the book is called Agile Selling, it actually teaches you to be agile. Yes, that simple!
This Agile in the title of the text, according to the author, means, guess what: fast, fast. Being able to change quickly and adapt to changing market conditions.
Understand what is happening, what changes the market is undergoing and learn to respond quickly. But of course this is an iterative process and you need to learn to prioritize what to learn first.
That’s being agile!
learning to learn
How about cutting the conversation a little and getting straight to the point?
Early in the book Konrath presents a very logical and agile learning process (Agile) that she calls the 6 learning strategies.
And beware, they are not specific to a sales process itself. Unlike some methodologies that are more closed, this process can be applied to learn just about anything you can imagine.
1. Creating Blocks
The first of the 6 strategies is what we call “divide and conquer” (chunking – the translation isn’t exactly that, but that’s exactly the idea of this step). Breaking big, complicated subjects into small pieces that are easy to learn is the way to go.
Have you ever thought about wanting to learn everything at once? Does not work!
You must look more like a turtle than a hare in this case. Learn little by little, one block of content at a time, and don’t ever try to learn everything at the same time.
But how to do this in practice?
Here’s an example: Imagine you want to learn about sales, for example. This is a very extensive subject, and it involves, in general, two well-defined blocks: field sales and inside sales.
Now, let’s say we want to dig a little deeper into Inside Sales. How can we divide this matter up so we don’t get lost? Within Inside Sales we can mainly have 3 types of sales: Self Service, Inbound Sales and Outbound Sales, right?
Got the logic? Just in case, here’s a mental map to make the explanation a little more visual and clear:
Try not to split each branch into more than 3 or 4 parts, otherwise things can get complicated.
Now that you’ve created your little logical learning blocks, you need to put them in a logical sequence that you must follow. Is it interesting, for example, to start learning about Field Sales without finishing what was proposed in Inbound Sales?
The answer is no, of course!
But is starting with Inbound Sales the ideal path? The answer is no, again.
You must prioritize what is most important for you to be able to play your role in the moment and, from there, follow a logical sequence that will allow you to build on what is being learned.
Get organized and follow a logical sequence recommend by the team of capital smart city
3. Connecting Other Knowledge
Nobody is born knowing everything, isn’t it? But if you can read this text, it’s because at least you’ve already learned to read it.
This is the step where you connect learning new knowledge with what you already know about the world. This can further accelerate your learning and help you build a very solid foundation.
You don’t start learning Calculus at university, for example, without first having a foundation in mathematics. Otherwise the process would be much more difficult and time-consuming.
Unless you’re Mike Ross from the Suits series, it’s impossible to keep everything you read, see, or hear.
In fact, estimate that a person only remembers about 10% of what they hear today in 3 days.
Using images in the process (such as the mind map, for example) helps a lot, raising this percentage to 65%. But, even so, we are a little far from reaching 100%, aren’t we?
The solution then is to store this information in another place, where you can take a peek later.
A notebook, a diary, and even Trello (although I use it more for planning than for taking notes) are great options for places to download information.
By doing this, you end up taking some of the pressure off of learning any and all details about a given subject and, in addition to having a column to consult whenever necessary, you also free up a little space in your thinking mind for new subjects.
I think this step doesn’t need much explanation, no, but I’ll make an effort anyway. 🙂
It is already proven that the best way to learn (quickly) is through practice. You can even study football theory, for example, but the best way to learn is by practicing.
The same goes for math, learning to drive, learning to sell, etc.
It’s not that theory isn’t important, but it’s practice that will give you greater assurance of what’s really right and wrong, of what nuances theory can’t teach and prepare you, in fact, for what’s ahead. come over.
And how to practice in sales? Before talking to a prospector lead, you need to have a good handle on how to conduct the conversation and make sure you already know enough about the person on the other side’s scene to then take action. And this is achieved mainly through what we call role playing.
Contrary to what many people say, it’s pretty hard to do two things at the same time.
Well, let me improve this sentence: it’s very difficult to do two things with quality at the same time.
And this is also true for learning. It is important to give priority to one or another subject when learning.
Making it a habit is very important and can help you learn constantly.
Before starting the next day, for example, decide what are the most important activities to do for the next day and set aside the necessary time and attention for each one separately.
This focus will help you deliver that task with quality, as well as help you remember even more what you were doing at a later time.
Agile Selling (book) is full of practical tips for you to become a complete salesperson and able to explore all kinds of subjects and learn quickly.
Although I haven’t talked here about buyer persona, buyer’s journey and other subjects that are covered in the book (I would have to write another 30 pages), I promise that soon I’ll release a new text covering these subjects, ok?
Jill Konrath writes about these topics in a very applied way, and I truly believe it’s worth writing more on the subject.
In addition, I hope this text serves as a basis for you to learn to be a more informed and knowledgeable salesperson.
If you have any questions, need a hand in sales or marketing, or just want to chat, please contact our team of consultants or leave a comment below.
I will be more than happy to talk to you 🙂
In the past, little was said about consultative selling. Worse, the consumer’s ability to delve deeper into the world of solutions that existed to a problem he needed to solve was very limited. This greatly helped sellers to close more deals, as customers arrived without information about the market and ended up accepting a speech…