The biggest complaints that I hear from decision makers about salespeople are as follow;
- They don’t listen. Buyers report that many salespeople are so concerned with “selling what they are selling,” that they don’t even listen … they are talking over buyers or presenting to a lost audience. Decision makers wish you knew to prepare questions to help them decide if what you are offering can solve their pain, their problem, before you present anything and perhaps ask them if what they have heard so far is a fit for their company. If not, you waste their time (and your own) presenting to a lost cause.
- Do your research. Buyers wish you knew more about their company ahead of time.
- Make eye contact and be present. Salespeople are so concerned with making a deal it takes away their “presence”, they are in their head and future customers can feel it. It makes them feel like you really don’t care enough about them.
- Be authentic. Don’t overpromise, no bs… buyers sense it anyway. If you feel like they may be making a mistake not going with you… tell a story about a customer who made the same decision to go with another supplier and later came to you. Have a name for them to call and verify the facts. Buyers do want some healthy push back… challenge their thinking with facts and be prepared to back it up.
- Be well groomed. Men, check your fingernails, get a haircut, shine your shoes. Women, dress tastefully… not like it’s a Friday night date or club night.
- Be on time, write a thank you note afterward and mail it… get back to them before the day you promised. It’s the little things that make a difference, so you clearly stand out. Do you know the difference between 211 and 212 degrees? Be that 1%.
- Integrity. Buyers wish most of all that salespeople had more integrity and they look for that first and foremost. Keep your word, do what you say you will early on because you are building trust. People buy from people they like and trust all things being equal. Not equal? Guess what..? People will go the extra mile to help someone they like and trust to win a deal… and I have had that happen many times in my sales career.
These are just a few things that buyers wish you knew and for more… email me. I am glad to help.
Gratefully yours,
Steve
