H2H and Technology A Perfect Match?

| categories: Blog, remote sales, sales, tips

We all know that we are now in the Information Age.

The Information Age (also known as the Computer Age, Digital Age, or New Media Age) is a period in human history characterised by the shift from the traditional industry that the industrial revolution brought through industrialisation, to an economy based on information computerisation. The onset of the Information Age is associated with the Digital Revolution.

Source Wikipedia

Job Losses through Technology?

At the start of this new era, traditionalists said that there would be many job losses as a result of the Technological Revolution.

Well, computers/robots and software have overtaken many processes – even a car can drive itself these days. But there is no technology in buying or selling. Of course we can  get all the information we need from the internet. But buying or selling is personal – there is no B2B or B2C; as we have already said in our blog, Inside Sales – today’s reality it’s Human 2 Human.

In Daniel Pink’s book To Sell Is Human: The Surprising Truth About Motivating Others, the author argues that we need to do away with the negative connotation with Sales, because every person in the world is now engaged in sales. It’s not about going door to door selling products, but about moving people, convincing them to go along with your idea, project, or with you personally.

But the most important question is – Do you sell or do they buy?

In my opinion people buy.

So Why Do People Buy?

Tito Philips said it so well in his blog on Naijapreneur.

All of us are only interested in the following two things:

  1. Getting rid of a PROBLEM you have and don’t want, and/or
  2. Creating a RESULT that you want and don’t have.

People Buy for Three Reasons

1. Utility

Products or services sell because your customers want utility. Utility is the satisfaction derived from the consumption of a particular product or service. In other words: utility = satisfaction derived = value.

People don’t pay for products or services, they pay for utility – what the product or service can do for them.

2. Credibility

Customers buy from people they trust. After a customer sees the utility in what you are offering for sale, the next thing they want to see is credibility. Are you for real? Can you really deliver this utility? Are you capable of delivering on your promise?

3. Relevance

I see the value in your offering, I trust your ability to deliver, but is what your selling relevant to my current situation?

Technology – The Accelerator

Software can help your business to accelarate. Business has turned from local to national or even global through this Information Era.Some products are easy to buy online, but others need a face-to-face meeting. The competition is killing and everyone wants to own the market.
After IT remote services most companies build an inside sales force.

The Tip from Ken Krogue on Forbes: Sell remotely.

Start with realising that professional sales are now most often done remotely. This is where you begin. The phone and the web combine to make the traditional face-to-face sales process a thing of the past. The hybrid model of combining remote sales or inside sales with outside sales is even more powerful than either one separately. Inside sales is growing dramatically faster than outside sales.
Early adaptors were B2B who grew its market with inside sales. Nowadays there is more B2C as banking and insurance companies develop remote sales teams.

We’re almost ready to launch the new functionality of Surfly.

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