“Sales” should have been spelt as “Say-less”

“Sales” should have been spelt as “Say-less” August 21, 2021

For anyone outside the Sales and BD community, it would appear obvious that one should take a “customer-first” approach to ask questions to understand the needs and wants, look for the right product/solution & take a consultative approach to help the customer in the buying process.

That is hardly the case.

With quotas weighing heavily on our shoulders and the pressure of the “weekly commits”, the minute we see a prospect, we grab them by the collar and what follows is a repulsive act of “𝗦𝗵𝗼𝘄 𝘂𝗽 & 𝗧𝗵𝗿𝗼𝘄 𝘂𝗽”.

All that the prospect hears in the meeting are phrases like “world’s leading”, “market disrupting”, ” much-awarded”, “cutting edge technology”, “developed by a rock star dev team”, “highest market share east of Suez-canal” (phew)….. and the list goes on.

And then we all complain that the prospect has ghosted on you and is not returning your calls. He has run to the hills.

If we need to select ONE skill to sharpen and develop – it is the act of 𝗮𝘀𝗸𝗶𝗻𝗴 𝘄𝗲𝗹𝗹-𝗽𝗿𝗲𝗽𝗮𝗿𝗲𝗱 & 𝗿𝗲𝗹𝗲𝘃𝗮𝗻𝘁 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 to the prospect to UNDERSTAND his needs and wants.

Say-less.
Ask more.
Listen more.
Empathise more.

𝗦𝗮𝘆-𝗹𝗲𝘀𝘀. 𝗦𝗮𝗹𝗲𝘀.

I would love to hear your comments.

#sales #questions #empathyinaction #empathymatters #customerfirst #salestips #salesmanagementchallenge #salesenablement