Quantum shifts are occurring in the selling profession today. These shifts are not a harbinger of the future. They are the future. And it is happening — now.
One of the major shifts in the sales process is that 80% of the average sales representatives in a Business to Business sales environment will lose their jobs.
The average representatives who have a demonstrated skill in areas like customer service, appointment setting, validating warm inquires, entering information into the CRM, etc., will be retained to support Top Producing Sales People. This will enable the Top Producers to spend more time actually working with prospects and clients, developing new business through relationship-based consultative skills, and establishing collaborative associations with their potential customers and clients.
As part of this collaboration, Top Producing Sales People will be able to immerse their prospects and clients in a complete understanding and feeling of the product or service they are recommending to them.
One of the tools that will significantly impact clients is Virtual Reality Presentations.
Imagine the impact on a client who is able to actually walk through the details of the product or service in which they are interested with the ability to immerse themselves into every aspect of the product or service. Imagine how a client will feel when, instead of looking at yet another PowerPoint Presentation, they will be able to feel intimately familiar with the product or service they are considering.
Now, for the first time, sales training has taken on a new dimension. Role playing (the most dreaded training activity) now becomes one that the trainee observes in detail, as if he or she was actually part of this sales interview and presentation.
Product knowledge training is now robust and fun to learn because VR enables representatives to immerse themselves into the product in an exciting and comprehensible way.
Virtual Reality is now enabling this to happen through VR devices like Oculus Rift, Samsung Gear VR, HTC Vive, Google Cardboard and many others. VR is changing the landscape of sales and, while in its infancy, is helping forward-thinking sales organizations make the buying experience more collaborative, immersive, and exciting, energizing, and effective.
Harrison Greene, is the founder of Unique Selling Systems and partners with companies offering cutting edge technology solutions that revolutionize the sales process. He has been intimately involved with all aspects of the selling process as a sales representative, sales manager, and as V.P of Sales. For the last 20 years he has consulted with large and medium sized sales organizations throughout the United States.
He can be reached in Lake Nona, Florida at 508-400-6193