As Salespeople, We Don't Listen to Our Customers Enough!
Many salespeople suffer from a serious problem
They often talk too much! Many like the sound of their voices rather more than they should. I remember a factory tour from one sales director where I couldn’t get a word in for about 45 minutes! To be fair, most salespeople aren’t that bad, but few adhere to the recommended rule of only talking for 30% of the time. (I’ll even include myself as one of those failures!)
Talking too much leads to another problem
We do not have the chance to listen to what our customers want. Instead, we come out with the same old sales message that we think they want to hear. We tell them all about our company and the wonderful service and quality. We may even mention competitive pricing…
As someone who has heard a LOT of approaches like this over the years, I can assure you that this is NOT what your prospects want to hear. If we gave them a little more time to talk (i.e. 70% of the time) we might be able to put together a message which is more interesting for them.
What do your prospects want to hear about?
If we let them talk a little more, we might just find out!
What should we ask prospects if we want them to buy?
Purchase the premium version of How To Stop Print Buyers Choosing On Price and you receive all the questions that I ask to find out more from my prospects and put together the right sales message for them.
PS Find out more ideas on how to engage with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."