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Basic errors for your sales staff to avoid

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Three woeful contributions from salespeople include, “We have this widget”, “Do you want it?” and “We can discount the price”. What a mess right there. Yet, left to their own devices, this is the type of nonsense salespeople say to clients. Serving the client’s best interests is Job One for salespeople, so why aren’t they having a proper conversation with the prospective buyer?

They are untrained, unprofessional and unskilled. What should they be saying? Going through the detail of the latest release, model, new variation and so on is pointless. We don’t have anything for the buyer until we have some idea of what they need. Yet out come the brochures, detailing the specs, trying to lure buyers with glossy photos and text.

This has its place, of course, yet timing is everything. The prospective buyer wants it in pink, but we don’t know that. If we head off on a roll about the wonder of our blue range, we are going to get nowhere, glossy photos or otherwise.

Mind the gap

Ask the buyer about where they are now with their business and then where they want to be. The size of the gap........

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