High Touch AND High Tech
Frank Somma is a lifelong salesperson who has used neuro-linguistic programming to develop his own approach to sales and selling in a high tech world. In this interview, Frank talks about how B2B sales should really be called P2P (person to person) and how to be high touch in a high tech world.
This Sales Expert Interview covers:
Pros and cons of technology
- Frank talks about the upsides and downsides of selling in a high tech world.
- Body language and tone are important in communication.
Doing things differently
- When you enter into a sales interaction, you have to distance yourself from the negative perceptions of society.
- Ask questions and listen! Always be engaged.
- Pay attention to the little details when communicating because they matter. This can be a competitive advantage for salespeople.
The best of both worlds
- Frank isn’t suggesting that selling in a high tech world but still being high touch means you never use email, LinkedIn, or other technology. Take the time to get to know how your clients prefer to communicate.
- You make people feel good about themselves by listening and paying close attention.
- You can still use technology to engage. Skype is a perfect example.
- There are ways to prove you’re engaged on the phone with your own physicality.
- We have to train ourselves to really listen and understand what the other person is saying instead of thinking about what we’re going to say next when selling in a high tech world.
- Frank uses a certain technique in his training that is uncomfortable but works.
- Most buyers know a great deal about your product the first time they talk to you. It’s your job to shepherd them through the process and explain why your company is the best option.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.