Using technical terms in an effort to “speak” the potential customer’s language can delay or deter buying decisions, according to a recent study. It reveals that sales information for high-tech products was teeming with terms prospects didn’t fully understand. Only 3% of the prospects surveyed said they fully understood most of the terms used in…
Whether it is in person or on the phone, the initial sales call is critical. Salespeople start building a relationship from the opening words and begin the discovery process that will tell them if this person is a potential customer. These posts can help.
Salespeople who work so hard to get in front of prospects are bewildered when they fail to get a second appointment. The reasons are obvious — especially to the prospect.
Consultant John Graham addresses the problem with the following “open” letter to all salespeople:
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.