Today’s guest, Jonathan Farrington, is a speaker, coach, author, consultant, and sales strategist leading the way in managing change in business. He is the CEO for JF Consulting, a successful globally influential consulting business. You might also recognize his name from Top Sales World and Top Sales Magazine. Jonathan sees the big picture, and has big ideas, for changes in sales. Listen in as he leads you and your team to greater performance levels, on today’s episode of In the Arena.
Finding your way out of a financial meltdown
Your host, Anthony Iannarino, fires questions for Jonathan’s expertise, specifically addressing what exactly is affecting the change in sales. The implications Jonathan has uncovered will impact your reality and your team. Jonathan looks at the financial meltdown of our day and age, in North America and globally. His prediction? 80% of sales jobs are going to change in some way. Some will turn into customer service roles. The important roles will become marketing and customer service. Is your role in sales diminishing? Join Jonathan today for the good news that your role will change, not disappear.
Can you still create uniqueness?
It is more difficult than ever to create and communicate value as a salesperson. The developing transaction purchasing model eliminates the need for uniqueness and differentiating yourself. As Jonathan Farrington tracks the changes in sales, he sees the top 20% surviving and thriving, which forces 80% to shift their strategy. Will you be in that top 20%? Are you taking into account your clients comforts and needs? Have you asked your clients if they mind more computer interaction and less face time? Creating and embracing a new flexible relationship is key. The new breed of sales professionals will have to build their foundations from attitude plus skills plus knowledge plus process. Start today, by listening to this episode of In the Arena.
If you want to continue differentiating yourself, you are going to need insight. This buzzword has some salespeople emphasizing product knowledge with their team and clients. But insight reaches beyond product knowledge. Learn today, how to stay relevant and stay focused. None of your clients have time for irrelevant meetings. They do not even care about your product. What they do care about is what you can do for them. Demonstrate that you have the commercial depth and breadth they need and will continue to need. Want to count yourself among the sales survivors? Now is the time to develop your commercial bandwidth, with Jonathan Farrington.
One size never fits all
Jonathan Farrington knows that many salespeople say we need to tailor solutions uniquely to our individual clients. But do we actually do that? One size fits all training, coaching, and counseling has never worked. Have you considered the realm of values, personality traits, etc. that will make your individual clients or sales teams work? Jonathan’s goal has always been to raise the bar in the business world. Today’s episode is just one more free resource you can use to tap into your true potential. Get In the Arena with Jonathan, today!
Outline of this great episode
[0:42] Introduction and biography of today’s guest, Jonathan Farrington.
[2:30] Will there be far fewer salespeople in the future?
[7:40] Are we moving away from creating value as salespeople?
[9:09] What does a salesperson need to be in the top 20% that survives?
[14:34] What is insight and why is it necessary?
[16:44] Age as a disadvantage.
[18:13] How to make sense of distractions and stay focused.
[21:19] How you consider your clients creates your future.
[23:58] How to connect with Jonathan Farrington.
Resources & Links mentioned in this episode
Top Sales World
Jonathan Farrington’s website
Jonathan on Twitter – @topsalesworld
The theme song “Into the Arena” is written and produced by Chris Sernel.