A lot of veteran salespeople have never learned this, but successful sales depend less on the sales professionals' ability to talk rather than on their ability to listen.
(Many sales people who rely almost exclusively on their own gift of gab tend to burn out quickly and needlessly.)
The secret of selling lies in getting prospects to talk about their pain.
That's because the way to make a sale is to identify the prospect's discomfort and then to show how the product or service you are selling makes that discomfort go away.
Simple, isn't it?
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Sales and marketing are still working in separate silos, and are often working at cross purposes. Only 10% of organizations surveyed reported satisfactory alignment and optimally effective communication between these two teams. |
