The Inevitable Evolution of Blended Selling

Think about it. Many other processes have evolved;
isn’t it time for sales to go to the next level?

Some examples:

The genesis of Blended Selling was Blended Learning. Once there were three basic ways to learn: books, classroom and conversation. Then audio learning came along: beginning with records (vinyl to anyone under 30), cassette tapes, CDs and DVDs. During that evolution, video learning emerged with VHS tapes, CDs and then DVDs. A critical change happened as “tapes” faded away: the learning moved from analog to digital; distribution and access became easier. Today, you can learn pretty much anything you like, and you can learn with your preferred approach and on your own schedule. Professional trainers know we must offer our content in multiple options with increasingly sophisticated delivery systems. The goal: allow the student to learn what they want to learn, how they want to learn and when they want to learn.

Blended Transportation is also the result of evolution. There was a time when your only options would have been walking, using a horse or availing yourself of some watercraft. The railroads came along and said they would lay iron tracks all over the country (skeptics scoffed) only to be upended by the trucking industry and the interstate highway system. Barge operators fought against allowing railroads to exist because they were allowed to operate where there were no canals. Likewise, the railroad industry fought the truckers because they could go where there was no rail line. Then came air cargo – see how it works? Today, you can choose how you would like to travel orship your products based on timing, convenience and cost. Inter-modal shipping is a classic example of “blended” – in this case, Blended TransportationThe goal: to allow businesses to ship what they want, how they want and when they want.

Blended Communication is another example. There was a time when you had three choices in communication: face-to-face, mail and the telephone. Each had advantages and disadvantages. The telephone industry evolved to include telegraph, facsimile, data transmissions and, eventually, video conferencing. The next disruptions included email, social media and glued-to-the-palms mobile phones. Today, first class mail is a rarity and entire generations choose face-to-face interactions only as a last resort. The goal in Blended Communications: to allow people to communicate what they want, how they want and when they want.

Blended Selling allows buyers to buy what they want, how they want and when they want to buy. Providers like you need to have your products and services available for sale in ways that allow your buyers to accurately choose the right offering (yours, of course) using the technology they choose for shopping any time, 24/7/365.

Summary

For too long, many organizations relied on traditional training methods which still have their place just as traditional selling methods have theirs. However, to reach more of your critical mass, to attract different demographics and to be heard above the noise, your organization needs an assortment of sales approaches in order to allow your prospects and customers to buy what they want, how they want and when they want.

To learn more about Blended Selling, CLICK HERE.

By |2018-10-02T16:05:42+00:00July 3rd, 2018|Categories: Blended Selling, Training|0 Comments