The One Glaring Mistake That Salespeople Make

It’s happened to all of us. We’re excited about what we’re selling, and the moment we get on the phone, we launch into the pitch offering to solve the world’s problems.

But here’s the mistake: Driven by our own excitement and need to sell, we often assume that because our product is important to us, it’s also important to the customer. But this couldn’t be more wrong.

Partners in Excellence recently shared a great article that highlighted this glaring mistake and offered tips on how to fix it, and other basic problems.

“We want to make sure the customers know we can help them … but it’s irrelevant meaningless conversation, if the customer doesn’t care,” the article states. “In fact it’s worse; it annoys the customer, creating negative reactions or perceptions to you and what you are offering.”

The solution is this: Asking the right questions and listening are probably the two most important skills when you engage with a customer for the first time.

Of course, this isn’t easy. Customers are busy. They don’t want to listen to sales pitches any more than we do. But we must take the time to figure out their interests to position our solutions in that context.

The Tellwise Nutshell (TTN): As salespeople, we are passionate about our products and services. We probably wouldn’t be here if we weren’t. While enthusiasm is essential to success, it’s critical to ask the right questions before catapulting into a pitch. Ask questions and then listen, listen, listen.

Source: Partners in Excellence, October 2013

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