Focus on building trust and value, which leads to sales.
Let’s say your salespeople understand the value in setting more appointments by first offering prospects information that provides an educational benefit. A sales rep proudly marches into a prospect’s office and delivers a carefully-crafted presentation, then makes a classic mistake that quickly destroys goodwill. The sales rep launches into a sales pitch and talks about products.
Guess what? Prospects don’t care about you, your products, your company, your delivery trucks, your staff, or your state-of-the-art facilities. They care about themselves.
They might care about how your products would help them solve problems. But enthusiastic sales reps don’t spend sufficient time learning about the prospect’s problems and desires.
Asking questions about pressing problems as well as the most-sought outcomes builds trust and strengthens relationships. Using that information in a proposal will build sales for the prospect and you.
Andrew Shedden’s free on-demand marketing system webinar and audio-only version are available at http://broadfieldconsulting.com.