Part 17 of 20: HubSpot Sales Statistics…With Secret Sauce Added

17.    Only 13% of customers believe sales reps understand their needs

Take the time to listen. Too many buyers complain that salespeople do not fully understand their needs and problems. You cannot sell a solution for a problem you don’t know about.

sales understand

Salespeople

It is said “Customers don’t care how much you know until they know how much you care” and listening deeply is a fundamental skill for every salesperson to take on as a process of continuous learning. Forever. Take it on as a practice, like meditation and yoga. Find different ways to learn questioning skills – as a form of communication, connection, and problem-solving – and not just as a selling skill. Practice asking “Tell me more about that…” in EVERY conversation. Practice BEING inquisitive and interested. Practice asking questions to take a conversation deeper than surface level and see what happens.

Sales Managers

AS a Sales Manager, BE the example of listening skills and practice. Ask yourself:
• Do I ask questions to help my sales team members to discover solutions or do I tell them what to do?
• Do I consciously practice developing MY questioning skills with my salespeople, with support people, with customers?
• Do I fully appreciate the skill of asking questions and deeply listening to responses?
Is there room for me to grow in this area? Am I willing to take that on?

oxo,

Jody

Jody Smiling Photo copy

“What’s the Next Step?”

“What’s the Next Step?”

For sales managers, everywhere
 
As I have said previously, I get most of my blog material from coaching calls and training meetings. The things that come up during those precious times together are rich in material.
On a call last week with the Michael Alan Furniture and Design team in Lake Havasu City, AZ, their sales manager Dave shared what he does with any and every
Next-Steps-2018_0salesperson/designer after a customer interaction completes. He simply asks
“What’s the next step?” and from there
discovers that something either happened or didn’t…which leads to further questions. Brilliant.
So tell me, what are you asking your sales team after an interaction with a prospect/customer? If you aren’t consciously and consistently doing that, begin to make it a habit. You will see results immediately.
Now, go help your team to sell something.
oxo,
Jody
Jody Smiling Photo copy