by Terry Morris, Regional Director – Central England & Wales
Ok, so that may sound like a strange question and you might well think that you want your sellers to focus on hitting their sales targets.
However, this is often their undoing. You see, part of the problem is that the buyer has put the salesperson into a box based on their previous experiences when dealing with sellers. And that salesperson has also put themselves in the same box!
This comes from both the seller and the buyer assuming that their relationship is based on the dictionary definition of “to sell”
This results in only two factors being at the disposal of the salesperson:
- How do I make the offering sound really good? (And they usually do this by “pushing” the features of their product or service)
- How much does it cost? (This mostly results in a price-based conversation)
Meanwhile, the buyer is thinking:
- Do I need to buy this?
- How can I get a better price for it?
Truly successful salespeople don’t focus on how many of their products or how much of their service they can sell; they focus on how much money they can make for their clients.
There are 5 boxes in a salesperson’s journey:
A Client Coach will be able to articulate the return on investment that their customers will achieve and understand that it’s not about the product (or service) and it’s not about the price.
It’s all about what’s in it for the customer
(Client Coach personified)
A question that we ask of salespeople is:
“Are you trying to hit your target, or are you trying to help your customers hit theirs?”
So, what are your sellers doing?
We work with many different companies who experience this challenge daily and we have been instrumental in helping them surpass their sales objectives. Our passion is in developing sales teams to be the best they can be.
If you’d like to learn about upskilling your sales team to become more customer-curious, contact me to explore how we can help your customers hit their targets and, in doing so, Accelerate your Sales Growth.