Sales & Teaching

Last week I participated in a value sales training (given by Talent Vectia) where I learned that 70 percent of sales representatives do not prepare for a customer visit at all. I could guess there's a correlation between this and deal closing resolution.

When customers meet a sales representative, they often think "Stop wasting my time." So don't. Make your visit worth their while. Things need to be communicated efficiently and clearly without too much fuss. And when you communicate with the customer, instead of talking about "waste", a better choice of words would be to make your visit "worthy" of their "valuable" time.

Another thing they look for is a chance to learn something new, a challenge. They probably meet plenty of sales people. Why are you any different? Challenge them! Don't make them too uncomfortable, but maintain a healthy tension.

Challenger is also the best performing sales profile type. It outperforms Lone Wolf, Hard Worker, Problem Solver and Relationship builder. I guess usually sales representatives