Somewhere along the line, your sales people developed a habit that is turning off their prospects. Listen to this episode of the Sales Management Minute to learn what that habit is and how to turn prospects on.
If you’ve heard my Adapt & Thrive! keynote speech, you’ve heard my passion for salespeople making subtle changes…little changes which can have a magical effect on their sales.
Somewhere back in time, salespeople were taught to begin a sales call by saying “What I want to do today is ask you some questions blah, blah, blah.” Other than your parents and maybe your significant other, does anyone care what you want to do? Certainly, your prospects don’t!
Put yourself on the other side of the desk for a moment and listen to how that sounds. Someone is trying to engage you in a discussion about their offering by saying “what I want to do.”
This expression is locked into the English language so it will take some coaching with your salespeople to change their approach. For starters, ask them… what does the prospect get out of the meeting? If they can come up with that, they can develop a more effective way to start their sales calls.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.