Sales reps have a lot deal with. Not only do they have the pressure of meeting quotas, but every day their job is at stake if they fail to make sales. One of the biggest misconceptions though, is the fact that the emphasis is put on the sales rep. When it should be put on the buyer. Questions such as, “How can I help this customer?” instead of, “How many more deals do I need to win this month?” should be focused on more. This isn’t denying the fact that sales matter, but in order to be truly successful, salespeople must transform their entire approach to focusing on the buyer. Along with this, answering the questions or pains that customers may have, should be the main focus. Salespeople shouldn’t be focused on squeezing money out of their prospects, but rather genuinely trying to uncover their pain and helping them solve that pain. Once a salesperson implements this kind of sales, meeting their quotas, promotion, and success will follow.
BoweryJE22
This is so important, selling should be focused on an attempt to meet the needs of the customer that MIGHT result in an exchange of goods, instead of an effort to better yourself at any cost. Those sales techniques are what leads people to believe that all salespeople are swindlers.
This ties right into the Sandler Rule about how if the prospect is listening they are not a prospect. The prospect should be talking 70% of the time, not you! If you are doing the talking as a salesperson there is something wrong. As the salesperson you should be listening to what your prospect wants and that makes for added benefits to you and the client.
I know we talk about it all the time, but it is so true. People buy things because they want to ease THIER PAIN. By focusing on others, we are able to better understand where their pain is and so move them buy.