How many of your reps have become too self-focused in their selling efforts? All they do is talk about how great their products are, how many other satisfied customers they have, and how they promise they’ll be there to help? And how many do 90% of the talking on their calls?
Could your team reverse this process so they spend more time focusing on their buyers? Marketing expert Jay Levinson said “You don’t go into a hardware store to buy a drill. You go in to buy the opportunity to make holes. Most reps are still pushing their drills.
Is this a good coaching time to make sure your reps are talking first about their benefits and what they can do for their buyers…before they start pitching their features explaining how they work? Think improving this could help your team position themselves as more customer focused than their competitors?
Lead a group discussion talking about how reps can reduce their time selling their stuff and instead focus more on helping your customers buy?
Today’s video talks about how, by focusing more on benefits you offer instead of just pitching your stuff, you can sell even more!