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Why Did the Salesman Cross the Road? |
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Because the prospect said so. Prospects know that it’s pretty easy to get rid of a salesperson. "Call back in six months" or "we haven’t the budget for anything in that area," or even "we’re happy with our current provider" are all nice ways of telling salesmen to cross the road or, to put it more bluntly, to get lost.
Why are these prospects so loath to actually talk to salesmen? Because they don’t perceive any value in the interaction. Offering to tell prospects about your new widget simply won’t get you in the door. That information is available on the Internet, including comparisons and real world reports from existing customers.
Today’s savvy sales pros are knowledgeable about the industries they serve and the business challenges of the executives they call on. Armed with this knowledge they become trusted advisors for their prospects & clients, and win the business 69% of the time.
How about your sales force? Do they bring value with every customer interaction? Or are they the modern day equivalent of Herb Tarlek*?
*Herb Tarlek was the Sales Manager on the television situation comedy WKRP in Cincinnati
Quote of the Week:
"Only 7% of sales people are seen by their customers as being worthy of their time."
Phil Stryland, President of the Summit Group
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