Secrets to Sales Success
Q: What are the primary issues that salespeople face?
A: I may be answering this from an odd angle. I have a strong background in sales, and I’ve been pretty successful. I see the following sales issues as major stumbling blocks to sales success.
1. Not having the ability to listen, I mean, REALLY listen to clients.
2. Along the same lines, tendency to talk about products (themselves, their company, blah, blah, blah) as opposed to discussing solutions–what will the solution do for the customer? How will it benefit the customer.
3. Inability to pull an internal team together to build a complex customer solution. In my field (database marketing), rarely does one product solve the complete challenge. A good salesperson is able to be a team leader and pull together the right company resources to make the complex solution work, and make the client happy.
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