From the course: Sales Strategies and Approaches in a New World of Selling
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The buyer's expectations and sales qualities
From the course: Sales Strategies and Approaches in a New World of Selling
The buyer's expectations and sales qualities
- The buyers that we work with have always had a list of skills and qualities that they expect from salespeople calling on them. Every year, we read posts or articles from industry leaders and buyers referencing what we need to work on to support them better. The list never really varies too much. Salespeople need to be better prepared, ask more focused questions, listen better, and not push to close but rather work to create a solution. Well, it's not 2019 anymore. Old scripts, uncreative canned emails, and salespeople not ready with insight or not having done the research will no longer be acceptable in this buyer-first environment. Only the sales professionals who have raised their level of expertise will be accepted and tolerated by those making buying decisions. The list of buyers' expectations can be long, but here are a few that I would focus on. Do your homework. Be better prepared before the meeting and ask…
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