Obstacle or Vehicle?

For sales professionals, everywhere. When evaluating a sales interaction with a customer, ask yourself: Am I paving the way for them to make a decision or am I IN the way of a decision happening? I observe salespeople inadvertently blocking … Continue reading

Customers Don’t Know What They Want

For sales professionals, everywhere
Customers Don’t Know What They Want…
Really? Is that accurate?
I hear that a lot from salespeople who are not closing the sale or finding the right solution for the customer. If you think this, you will limit your engagement to find out what is driving the customers decision and what they want the solution to do. Couple Looking at Swatches With Saleswoman-33925616_XXXLarge.e796de60
What if customers really DO know what they want – they just don’t know what the solution will look like or what is available as a solution?  Align the expectation with where the customer is in their buying process: if they are early in the process, they may not know what they can do or what is out there for them….but they know what isn’t working NOW and what they would like in the FUTURE.
Be compassionate to where they are in their decision making process and ask more questions. Customers aren’t required to know the solution – that is the salesperson’s job to help with that. They came in the door…the rest is up to you.

Now, go sell something.
oxo,
Jody
Jody Smiling Photo copy

‘Decide Between’ versus ‘Choose Among’

Consider that the easiest process for the customer would be … Continue reading