5 Questions For Consistent Outcomes

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Put the Human Element First
While an inconsistent performer may have other reasons for inconsistency (poor time management, horrible prospecting messages, or a lack of confidence in overcoming objections), moving the human element in front of the technical element in the sale will naturally force the inconsistent performer to change.

Oftentimes in sales organizations sales reps are taught the ins and outs of their product or service before they are trained to sell. However, many sales organizations mistake the technical training as sales training with the thought that if the rep knows the product they can sell it.

Nothing could be further from the truth. Buyers don’t just buy because all the bells and whistles fit their criteria, no, they buy because the sales rep found the outcome the buyer wants and helped them achieve it.

It is imperative to remember that people buy for their reasons not yours. Understanding the emotional cues and nuances in the sales process is far more important than understanding the technical attributes of the product or service.

Placing the technical element first is like putting the cart before the horse.

The best sales reps arm themselves with technical south africa telegram data knowledge. But they also increase their probability of winning the deal by leveraging key components of sales-specific emotional intelligence.

They realize that people buy from people. They know that the very first thought in a buyer’s head is not how great their product or service is. Their first thought is actually a question: “Do I like you?”.

The buyer simply wants to connect with you emotionally. However, in this age of tremendous disruption and information overload, most sellers steam ahead to pitching the logic of their offering. They make the mistake of ignoring the human element of connecting first.

Salespeople often forget that the most powerful sales tool they have is not their outstanding product pitch but rather their ability to personally connect with their prospects.

This is not just for times when the sale is on the 1 yard line and needs to be pushed in for the score. Emotionally Intelligent selling is for every step along the way. From prospecting to closing these five questions need to be answered consistently.