| Jumping the Gun |
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Why do sales professionals tend to be transmitters of information and end up talking 80% of the time, rather than being effective diagnosticians?
They are information "transmitters" rather than information "revceivers" because their main goal is to close sales rather than to make sure they are providing effective solutions to their prospects. They simply want to sell their products and services and move on to the next prospect. They spoil the reputation of serious, prospect-focused sales professionals who want to provide real value and the best solutions to the prospect's problems. Are you this kind of salesperson?
Next week, in Sales Secret #8: What Questions Will Help You Pave the Way to a Successful Sale?
Send any questions, comments, stories, or sales problems to dan@optimumbizdev.com, and I'll personally send you a response!
LAST WEEK'S HOMEWORK: When you asked lots of questions last week, what did you find out that you wouldn't have discovered otherwise? How did this help you? Can you see the advantages of being a good sales consultant ("information receiver") instead of an "information transmitter"?
THIS WEEK'S HOMEWORK: Let's say you were forbidden from closing a sale, but were instead paid to take prospects to the next level of interest and trust. What would you spend your day doing?
Please take a minute and let me know how you're doing out there. Have these tips been helping you? |
