How many of the sales messages delivered by your team only talk about themselves, and has little to do with your buyers and their needs? Most reps only sell to one type of buyer…themselves. They’ll tell the buyers why they personally love their product (or service) and why they would want to buy it.
Selling success is based on being more customer-focused. After all, they’re the ones with the money! Salespeople need to persuade buyers by talking about them and the improvements you can bring, not just why you think this is a great product.
One of the easiest ways to be more customer-focused is to use the “X’s & O’s test.” Print out any written document or signage and mark it up. Any time you talk about yourself, your company or products using terms like “us,” we,” or “our,” you “X” out those words…because you’re only talking about your “stuff.” Next circle any words that mention your buyer, their company name or any of their products/services.
Warning! The more you apply this test to anything being sent to a buyer, the more you’ll likely see most of your communications only focuses on you and what you do, instead of focusing on your buyer and what you can do for them.
Check out today’s video where I share more details about this “X’s & O’s” evaluative test you can use that can make all of your communications more customer-focused…and help your team sell even more!