Solution Sales Person… Catchy expression or a role description for your sales people? Doctors who misdiagnose patients lose their license. Perhaps, the same should be done with sales people who mishandle prospects. In this episode of the Sales Management Minute,hear what happens when a sales person misdiagnoses the needs of a prospect.
When I moved to Minneapolis, one of my first orders of business was to order a fence for our backyard. The salesperson came out to the house, showed us a beautiful brochure, and we bought a fence. And, he was such a nice man. The installation process went smoothly and we were happy purchasers…at least for the moment.
Since I travel a lot, we wanted to have a lawn service cut the grass. Guess what? The gate was too narrow for a commercial lawnmower to fit through it. I couldn’t hire a company to cut the grass. Why didn’t the sales person ask how I was going to care for my lawn?
Then, in the winter, my three kids were sledding in the backyard. And, of course, one of them crashed into the fence. It bent! I come to find out that, for a few dollars more, I could have had a fence made with stronger metal. When the sales person saw I had kids, why didn’t he recommend a better-grade material?
Sure, this salesperson was a very nice man… or was he? Actually, he didn’t do me any favors. I spent thousands of dollars on a fence that did not meet my needs. I would have gladly spent a few more dollars for the right solution. Are your sales people guilty of this same sales malpractice?
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
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.