Sales – The New Normal

Ryan Hogarth, The New Normal

In every industry, and in every aspect of life, there is a constant ‘new normal.’ We are living in a period of prolonged transition. The new normal is change. As we get used to something, so it changes again. This creates a dynamic where we are never really comfortable with how things work. Ryan Hogarth talks about how to get ahead of the constant change in this interview with John Golden.

In this sales expert interview, learn about:

  • How to embrace the new normal
  • The way that technology has changed the sales world
  • How to keep up with changes
  • Using rapport building in a technologically focused world

Embrace the New Normal

“Once we embrace the new normal, then the opportunities start to present themselves,” said Hogarth. “Life gets a little more interesting instead of just that feeling of being not quite there, and always fighting to just be at square zero.” Salespeople have to get used to a rapidly changing world that requires constant adaptation. Sometimes this adaptation can be more simple and involves understanding the market, where your company is at in the industry, and how to build the relationships that you need. “Learn to adapt, be willing to adapt, get excited about changes in your industry and the sales industry at large, but also take a breath to try and find whats right for you,” said Hogarth.

Technology and the Salesperson

Adapting to the advances in technology has been one of the most significant changes in the sales world. As a result, salespeople have new technology and programs, and consumers have access to much more information. The prediction was that salespeople would go by the wayside, but that isn’t the case. Instead, the flood of information has left consumers with a lot to sort through. Thus, they are turning to trusted salespeople to give advice and help make decisions.

While things are different with technological advances, there is still a focus and need for human connection. “The truth of the matter is that the more technological we become, the more important relationships become,” said Hogarth. “And sales have always been built on relationships. How we manage them and improve them and extend them, that is what is expanded with technology.”

Advice for Advising

Becoming that trusted advisor is a big part of adapting to the changes in the sales world. Hogarth has some information on how to become that go-to person. “Time and patience. You don’t become a trusted advisor tomorrow; you don’t become an influencer in a week. When building a relationship, it is your constant presence that helps to build trust.” Especially relevant is social media, which has become a useful tool to help people stay connected. Instead of picking up the phone and calling someone once a month, social media allows salespeople have more regular contact with their prospects.

Watch our sales expert interview for more information on how to boost sales by keeping up with the new normal.

About our Host:

John Golden is the Amazon Best Selling Author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories. He recently published his second book Social Upheaval: How to Win at Social Selling. A globally acknowledged thought leader, John has a passion for small to medium businesses. He is CMO and CSO at Pipeliner CRM.

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