There is an affliction that causes sales people to become ineffective. In this episode of the Sales Management Minute, learn the number one killer of effective selling and how to avoid it.
There is a metamorphosis that takes place as new sellers get their sea legs. At some point during onboarding, a light bulb goes off and they really start to get it! When they do, they want the whole world to know that they now get it. How do you make sure the world knows that you get it? You tell them!
And that’s exactly what happens when they are interacting with prospects. The new sellers get on their soap boxes and deliver beautiful soliloquies about the product and the industry. They now suffer from New Rep Syndrome – The Number One Killer of Effective Selling.
The good news is that they now get it. The bad news is that they have forgotten the first rule of selling. “It’s about them, not about us.” A great way to turn lecture into meaningful interaction is with a tool I refer to as “positioning questions.”
Teach your new sellers that, instead of telling a prospect that the product is available in every color of the rainbow, they can turn that feature into an open-ended question. What thought have you given to your needs for color of the product? Positioning questions help sellers to come across knowledgeable without sounding arrogant – turning a soliloquy into a productive, needs analysis conversation.
As the old expression goes…
“It’s more important to be an INTERESTED person than an INTERESTING one.
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.