“The best way to sell prospects is to treat them the same way you treat your customers now.” Some salespeople hear that message so frequently they consider it a basic selling rule. But it’s a major mistake.
Recent research shows that salespeople who treat prospects the same way they treat existing customers are committing a major sales sin.
About 70% of prospects taking part in the study said they wanted different things than existing customers look for. The survey also reported that what salespeople do to please prospects may not work for existing customers.
Bottom line: Salespeople who deliver the same presentation to prospects and customers are missing their targets.