It’s not completely your fault. But, it is something you should take care of.
It’s amazing how much you can learn by just keeping quiet. People think you’re smarter if you’re quiet. When you keep quiet, people will often ask if everything’s okay.
One of the vital parts of the sales process is understanding your prospect or customer. Several things will help you become better at understanding other people and their situations.
It’s no secret: the more you understand your client and customers, the more you can solve their challenges, frustrations, and problems.
First impressions are everything in sales. Your prospects have very little free time to spare for discovery calls, so you need to make yours count. Here’s how.
If you ask most salespeople, they would admit that listening is their weakest quality. In part, due to impatience, but mostly because they don’t know how. Or even deeper, they don’t know the components or factors that make up the “why” of listening.
Are you among the 47% of sales reps who are struggling to make this year’s numbers? You might be able to close the gap by understanding what your B2B buyers really want.
Some people clam up when they encounter a stressful situation. Others start talking. And, they keep talking.
Being able to speak to a sales prospect is nice, but the ability to converse with them is what is going to fully engage them in the sales process and increase your chances of earning their business.
You’ve done everything right with your new prospect. But, now that the contract’s in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.
The sales process can be a long and arduous journey. Depending on the situation, what might start with a prospecting call in February could easily not close until March of the following year. With that kind of time spent, there’s nothing more frustrating than getting 99% of the way through a sale, only to watch it fall apart at the last minute.