Recently I have been seeing a trend in sales. That is reps (In and out of the technology business) that know their product inside and out, know their value inside and out and are confident in this knowledge. This is not a bad thing. However they are missing one thing. Listening to the customer.
What do I mean by this? All they here is opportunity (One) and feel they have to flood the space with facts and figures, values and product knowledge. This does not help the customer. Many times it only confuses the situation. The job of sales is to help the customer narrow their choices and help them choose the correct solution for their needs.
By simply throwing up figures at the customer, all a rep is doing is confusing the situation more.
Listen to what the customer is looking for, add value by your knowledge and help narrow their choices.
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