Changes in Selling – Troy Harrison

Troy Harrison is a world-renowned sales speaker, trainer, consultant, and coach. If you’re looking for someone to help you navigate the ever-changing sales landscape, this is your guy. In one of his posts, he talks about the five main reasons why sales have changed faster in the last ten years, than it has within the previous eighty.

As a young salesman in the 90s, he talks about all the tactics he learned, to then find out when actually on the job, he should be doing the opposite of what he was taught. Similar to what Pink talks about in his book, To Sell is Human, many previous sales jobs included door-to-door sales and annoying the customers so badly until they would make a purchase. Today, we see selling involve creating closer relationships and much more aspects of it online. Since most people can call themselves sellers, it is important to note that salespeople who don’t evolve get left behind. So, Harrison gives some tips on how to evolve and maybe even get ahead of the curve in sales.

Firstly, salesman have to EARN their spot to get involved with the customer. People don’t have to communicate with you anymore because of how accessible the internet is. Customers have also learned by now the ugly and manipulative sales tactics people have come up with. When they spot that in you, they will turn away and you lose all credibility. Many salesmen are now trying to remove that stigma because of how long it was used. So, for your own good, don’t use them! Harrison also explains that he was taught the phrase “Product knowledge is king, son.  Know your product better than the other guy, and you’ll outsell the other guy.” Again, because of the internet, that is just not feasible now. Customers can spend more minutes researching a product than they will actually talking to a salesperson. Today, customer knowledge is the trump card. If you know your customers better than competitors, then you will better understand and anticipate their needs.

Overall, focus on the customer. What are their biggest concerns, plans, and key needs? Don’t ask surface questions, ask in depth ones that uncover information you won’t be able to find on the internet. I think Harrison does a great job of explaining the differences in selling, and how to overachieve now. I’ve even noticed multiple overlaps from what he says and what is talked about in class. I would recommend his page for more tips.