Valhalla Business Solutions - Business Management Consultants

Sales Management Consulting Specializing In... Sales and service Systems, Managing younger generations, Management protocols Coaching effectiveness

Sunday, April 26, 2009

Assumptive Selling (Don't DO IT!)

Profile
Patience
Listen
Recommend

So often I witness sales people in action and I have to be honest it is out right pathetic. Three times this week I have had the opportunity to witness some of the most ineffective behavior.

Truth is I watch ineffective sales people have to get 3-4 times the number of clients to reach their volume goals, compared to an effective sales person. Any business owner knows it is significantly harder to obtain a new customer than cross sell one. Most sales people struggle with both.

Sales people please profile, take the time to have targeted customer questions which turn your customers brain on. This will undoubtedly reveal potential needs your company may have solutions for. The number one rule hear is never, ever make a recommendation during this time. It changes the environment in the conversation. Quickly a sales person frequently makes this mistake and begins to discuss cost and provide numerous product information. This will require a lot of patience becauseintuitively a sales person has solutions to fix a customers issues. Make sure you listen and listen some more.

Lastly once you have listened to all their concerns, feelings, fears, wish lists, etc. Make a formal solution based recommendation.

Labels: banking, Coaching Teams, corporations, cross sell, development, economy, feedback, management expectations, relationships, Restaurant Management, Small Business CEO