Why is every rep struggling with sales prospecting?
Why is every rep struggling with sales prospecting? Here’s why. Most everything we’ve learned about selling sabotages our chances of converting the disinterested.
In sales prospecting, we are taught to make plausible arguments for why our solution benefits the customer. You’ve heard these maxims a thousand times:
- Don’t sell products or services, sell solutions.
- Use Socratic questioning techniques to lead your customer to your product.
- Know the steps to overcome objections.
- Now, more than ever, when you are prospecting, you need to challenge your customers.
- Be strategic…and so on.
There’s good stuff there, but focusing on the message and its delivery first is the perspective that’s killing your ability to prospect, find, and close deals. Why? Because the customer’s willingness to listen is more important than both your ability to communicate and the message you’re sharing. And customers’ willingness to listen is in steep decline.
5000 Messages a Day
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