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Gaining an edge with today’s hardnosed buyers

Increased competition and instant access to competitive pricing have put today’s prospects in a position to expect more.

Management has responded by focusing more on prospect-related training and less on product-focused training, according to a recent survey by Sandler Training (Orange Mills, MI).

Here are three key areas the survey pinpointed that you may want to share with your salespeople.

The biggest complaint about salespeople

by Michele McGovern

hat’s the leading complaint customers make about salespeople in today’s difficult economy? Ask your staff this question and you may get a range of answers, but probably not the correct one.

Price, quality and service are all critical concerns but they’re not No. 1 in the minds of customers, according to an annual survey conducted by the Purchasing Management Association. What is at the top of the list? Salespeople who don’t listen enough and talk too much.

Even more interesting is that when the association conducted its first survey more than 40 years ago, the leading complaint was (you guessed it) salespeople who talked too much and didn’t listen enough.

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