How To Be a Better Salesperson

How To Be a Better Salesperson

As a salesperson, it’s not uncommon to think of yourself as somewhat of a teacher, educating your customers about your product, its benefits, and its specs. But is this teacher mentality holding you back from closing more deals? Should your sales strategy be fine-tuned so that you assume the role of a student as opposed to a teacher?

In today’s “Age of the Customer,” customers know more about your product that you may think. In fact, buyers may be anywhere from two-thirds to 90% of the way through their buying period before they reach a salesperson in large part due to the vast amount of information provided online, according to Forrester.

Thanks in part to the Internet, customers are increasingly educating themselves about your company and its products and investigating the competition to see which company best fits its needs. Because of this, the role of the salesperson has drastically changed from teacher to student.

Judging by the statistic above, your customers already know plenty about your company, so don’t turn them off by mulling over the boring details of your business, like when you were first established or how many employees you have. Instead, today’s salesperson would be wise to ditch the hard sell and learn something about their customers.

Conversely, try asking them a couple of questions to gage their knowledge of your business and learn their motivation for calling. For example, ask them how they would use your product, what other companies are they considering working with, and what their biggest obstacles are when it comes to business.

By asking these types of questions, you have now shifted into the role of the student, while your customer has overtaken the role of the teacher. Moreover, these questions will help you not only determine how much decision-making authority the customer actually has, but whether the prospect is in fact sales-ready.

All too often salespeople get into a habit of crafting a sales strategy that’s egocentric, or all about their business, when the most successful sales strategies actually focus on the customer instead. Stop being a teacher and adopt the role of being a student – your sales report will undoubtedly thank you in the end.

As a salesperson, it’s not uncommon to think of yourself as somewhat of a teacher, educating your customers about your product, its benefits, and its specs. But is this teacher mentality holding you back from closing more deals? Should your sales strategy be fine-tuned so that you assume the role of a student as opposed to a teacher?

In today’s “Age of the Customer,” customers know more about your product that you may think. In fact, buyers may be anywhere from two-thirds to 90% of the way through their buying period before they reach a salesperson in large part due to the vast amount of information provided online, according to Forrester.

Thanks in part to the Internet, customers are increasingly educating themselves about your company and its products and investigating the competition to see which company best fits its needs. Because of this, the role of the salesperson has drastically changed from teacher to student.

Judging by the statistic above, your customers already know plenty about your company, so don’t turn them off by mulling over the boring details of your business, like when you were first established or how many employees you have. Instead, today’s salesperson would be wise to ditch the hard sell and learn something about their customers.

Conversely, try asking them a couple of questions to gage their knowledge of your business and learn their motivation for calling. For example, ask them how they would use your product, what other companies are they considering working with, and what their biggest obstacles are when it comes to business.

By asking these types of questions, you have now shifted into the role of the student, while your customer has overtaken the role of the teacher. Moreover, these questions will help you not only determine how much decision-making authority the customer actually has, but whether the prospect is in fact sales-ready.

All too often salespeople get into a habit of crafting a sales strategy that’s egocentric, or all about their business, when the most successful sales strategies actually focus on the customer instead. Stop being a teacher and adopt the role of being a student – your sales report will undoubtedly thank you in the end.

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