My way or the highway. That is the motto of many old-school leaders who are focused on getting the job done. Failure to encourage questions could indicate negative leadership traits.
Great customer service doesn’t only benefit your clients. It can have so many beneficial effects for you and your company as well.
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.
One boss I had years ago faced a big challenge. He needed to connect with the buildings and grounds employees he’d just been assigned to supervise. How was he going to understand those grievances if he spent most work days buttoned up in meetings in the executive wing? Simple.
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.
Some people clam up when they encounter a stressful situation. Others start talking. And, they keep talking.
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.
Is one of your team members in your office again? Is this the same team member who has been complaining about the same issue for months?
Let me ask you a question: What’s the one thing you can do in the next 12 months that will dramatically impact sales?