Listening means really listen, not just be quiet whilst waiting for your turn to speak. and then you shut up and listen.In meetings with customers and prospects your sales people should only be talking 20% of the time. Asking interesting ‘High Value’ open questions that encourage your prospects and customers to talk about themselves and their business is critical.You want customers to value having a conversation with you, not look for a reason to get rid of you as early as possible, so how do you have these conversations?It’s easy really, you ask the right questions based on your customers Business, Market, Competition and Future…. Quality Conversations start with Quality Questions. There are some simple things we can all do to have quality conversations with our customers, which in turn, leads to better quality sales and repeat business.Īt The KONA Group we train and coach Sales Teams every day that are looking to improve their results and when price is a common excuse for underperformance we recommend the following 3 insights as a starting point. This is just another excuse where sales people focus on their own ‘3Ps’ of Product, Price and Problems rather than on the value they can add to customers. ![]() In Sales Excuse #3, how often do your sales team say they didn’t make the sale because “Our price is too high? We are too expensive”, “Our competition is cheaper than us!”, “If we were cheaper we could sell more!”? In Sales Excuse #2 we looked at ways for sales people to improve their time management ![]() In Sales Excuse #1 we looked at the common excuse of “ No One is Buying ”.
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