Quit Being a Salesperson
Categories: Cold Calls, Prospecting, Sales Strategy
Written By: SOCOM Sales
I received a great article in my Google Reader today. It was from Mark Hunter, “The Sales Hunter, is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information or to receive a free weekly sales tip via email, contact “The Sales Hunter” at www.TheSalesHunter.com.
We all know that to achieve success in the sales profession, reps need to listen to the customer. But salespeople often hear so many different things that they tend to feel the need to provide solutions for all of their clients’ problems. When this happens, sales professionals overwhelm and confuse the customer, and, ultimately, lose the sale.
The article goes on with a topic I have discussed before and is continually discussed through sales professionals. “Stop trying to sell your customer” . You need to take the time and talk with your prospect about the primary concerns they have about their company to understand if your product is even a fit to them. Too often new and seasoned sales people go right into the features and functionality trying to wow the prospect into loving the product. In this day and age, that NEVER works. Your prospects want you to ask questions, they want to know if their primary issues running their business can be addressed by your product or service. If you listen and find the fit for your product, you have just increase the chances of closing the deal exponentially.
Top performing salespeople are confident of their skills and their ability to close a sale. They focus on helping the customer fulfill their primary need. Average salespeople, on the other hand, attempt to satisfy numerous needs and in so doing, end up losing the sales by overwhelming the customer.
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