Make compelling statements that deliver the right message. Why? Customers recognize the value of salespeople who understand what it means to help.ĥ. If there were ever an overlooked truth in selling it’s this: Questions, not presentations, close sales. “It was irritating because we knew what we wanted.” Then, with a sheepish smile, he added, “It didn’t take long before we realized that we had been going in the wrong direction.” “At first it bothered us that she was asking so many questions,” said the manager regarding a meeting with a salesperson. The path to the right solution starts with asking questions – taking time to ask lots of questions. Those salespeople who don’t understand the difference are headed for trouble. Today’s customers don’t want any part of “being sold.” What they’re looking for is help. Sending customers the message that your goal is “making the sale” rather than “helping to solve a problem” is the most common mistake in sales. Don’t jump to a solution before understanding the need. “Who are the people? What is their dream? How is your business set to change the world?” He notes that this is what it takes to make a brand relevant to people.Ĥ. “Tell me what your business was born to change?” asks Christoph Becker, Global CEO of gyro. If this is accurate, then is it any wonder that others in companies are focused on what they’re doing, but don’t have a clue as to the mission of the enterprise? Ask someone in sales their mission and chances are they will say, “Make the numbers.” Always think strategically.“It’s absolutely appalling – and I never use that word – that there are large, public companies with CEOs who cannot tell what the company’s unique vision and value proposition are,” writes management consultant Steve Tobak of Silicone Valley-based Invisor Consulting. Perhaps this explains why so many customer emails fail to receive priority attention or why “I’ll get back to as soon as I can” is insulting.ģ. When business email recipients are asked who they should respond to first, the most common answer is “the boss.” And it’s downhill from there. Make ‘now’ the only acceptable response time. Those salespeople who are most successful in accomplishing this objective, a role some call “customer experience facilitator,” deserve to be compensated appropriately because of their ability to clearly understand customer needs and expectations.Ģ. But it does suggest that salespeople now have the task of aligning a company with its customers in ways that result in ever increasing loyalty. However, this shouldn’t cause anyone to conclude the change diminishes the salesperson’s value. While this may help explain the near fanatical customer loyalty enjoyed by such companies, it also calls into question the traditional and cherished role of salespeople as intermediaries operating between a company and its customers.