Frank Somma is a keynote speaker for sales and communication, an author, and a sales coach. “B2B is Really P2P: How to Win High Touch in the High-Tech World” is one of his books. He went to a number of conventions and sales meetings. He provides one-on-one and group sales and communication coaching. In this expert insight interview, John and Frank discuss “How you can sell or develop your business through communication.”
This Expert Insight Interview Discusses
- Communication Hierarchy.
- The Importance of Human Connection When Selling or Growing a Business
- When communicating via video, be consciously competent.
Acknowledge People As People, Not As Data in a System
You’ve been talking with a prospect for a while now, and you’ve gotten a sense of their goals and challenges; your offering appears to be a good fit for their company. A thorough understanding of your customers is critical to achieving core business objectives. Knowing your consumers better than they know themselves is crucial if you want to increase sales, develop more interesting content, or improve (or optimize) the customer experience.
Getting on the phone with your customers on a regular basis can help you delve deeper into their problems, needs, and challenges. The only way to comprehend the different and dynamic customer purchasing journey is to put yourself in your customer’s shoes.
Impact of CRM in Post-Covid Era
Businesses are transitioning from survival to the future as we progress through the roadmap out of lockdown. As the business emerges to pick up, it is critical that new opportunities are managed effectively, and those existing customer relationships are nurtured.
Some may not consider CRM software to be a top priority, but it can help them acquire new customers and develop stronger, more profitable relationships with existing ones.
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.