How Your Sales Force is Getting It Wrong….and What to Do About It!

How is your sales force getting it so wrong and what can you do about it?

In today’s economic climate more than ever, selling is at it’s toughest.

Consumers demand more.  Greater benefits, more features, better service, quality, 24/7 support, the list goes on.

Effective selling is all about managing the dynamics of consumer relationships.  About building valued relationships, maintaining the relationship and adding value at every opportunity.

Many sales representatives struggle with the balance of building rapport, educating the client whilst maintaining control over the relationship and closing the deal.

The most fundamentally overlooked or poorly performed stage in selling is in the ability to accurately identify the consumer’s needs.

High performing sales people know how to question effectively, when to stop questioning and how to position their value proposition as a no-brainer for the consumer.

Why are so many sales people still getting it wrong?

1. Most don’t know how to hold a purposeful, open and transparent conversation with the consumer.
2. Most don’t take charge and position themselves as the specialist
3. Most don’t accurately identify the client’s needs
4. Most make huge assumptions leaving themselves and the clients without confidence
5. Most don’t lead the consumer to the next natural step

What to Do About It?

1. Be clear on your company’s value proposition
2. Empower your sales force to take a genuine and upfront approach with your customers
3. Train your sales force in taking positive, assertive action
4. Be consistent – develop a stadardised sales process and stick to it!

Do you have something to add?

If you further questions about what you can do about increasing your sales, leave a comment and I’ll happily explore it in more detail with you.

Tagged as: Attract New Clients, Customer Service, Sales, The Truth, Training