When prospective customers agree to meet with salespeople, they're expecting the hard sell, which means their defenses automatically go up. Surprise them.
Instead of going through the obligatory "we're here to meet your needs" dialogue before launching into a product spiel, salespeople should take a genuine interest in the buyer's business and talk about things that are important to them.
It's the secret sauce that tells buyers you're more knowledgeable about their business than the competition, which creates stronger preference for your company.
In other words, salespeople are the face of your company. The more knowledgeable they are about the business of their buyers, the stronger the buyer's preference for your company vs. the competition. Why? In the buyer's mind, greater knowledge of their business translates into higher-value products and services.
When the sales process gets to the product evaluation, buyers that already prefer you are just looking for enough proof points in the product to support a decision they've already made.
Can 80% of your salespeople have a good old-fashioned business conversation with buyers that doesn't involve products?
If the answer is no, you're leaving a lot of untapped revenue on the table.
Contact Proficientz to discuss a unique form of sales training that's focused on helping your sales team have credible business conversations to facilitate the sales process and create stronger preference for your solutions.