Too Many Salespeople Don’t Know How to Sell

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• Once they found out how much it cost, they decided to go elsewhere or do it in-house.

• They were just looking to compare quotes and have someone who can do it cheaper.

• They aren’t the real decision maker and the one who is has something completely different in mind.

Now I’m sure you can expand this list by at least three or four, but I’ll bet this covers much of what you eventually hear.

My question for you is, when you get a prospect who is stalling, wouldn’t it be better to know this as soon as possible and move on?Selling Is Not Just Customer Service
Selling is about digging in and working with customers to help them see needs they didn’t realize they had. Selling is not about sitting back and taking orders based on what the customer wants.

Ask any CEO and you will hear that one of their biggest portugal telegram data issues is finding and retaining good salespeople.

Something happened on the way to a sour economy: Too many companies learned the hard way that their salespeople didn’t know how to sell. Instead, their salespeople were good at taking orders and providing customer service.

There is nothing wrong with this approach, as long as the marketplace is always going to serve up new customers and keep current customers in business. Does that kind of marketplace always exist? Unfortunately, no.

You Won’t Hit Growth Targets With Great Customer Service Alone
As a sales consultant who works with a wide number of companies, I am not surprised with the current state of sales. In the past 20 years, books and soothsayers have inundated us with advice saying that the best way to grow your company is through great customer service. (Think of companies like Disney, Marriott and Honda, just to name a few).

These are certainly great companies, and I’m personally an avid customer of each one. However, if great customer service is all that is needed to win, then why is each of these companies struggling in today’s economy?