I don’t know how many times I’ve read this mantra about selling. I don’t know how many times I’ve repeated it, myself. Somehow, today, I read it in some post, and the irony caused me to burst out laughing!
In sales, we learn that questions are critical to our ability to understand our customers and how we might be most helpful. Questions, in addition to eliciting information, opinions and points of view; can enhance both the our customers knowledge and build their confidence in us.
Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price. In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price.
We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity.
When one loves to explore data and has access to a huge database of salespeople over 685,000 strong, what happens? Well, for me, I can’t help myself. I frequently analyze elements from that database. Recently, I went mining for insights on consultative selling.
If you visualize your sales as a pipeline, with leads going in one end and revenue coming out the other, it’s easy to see that the rate of flow through that pipeline matters.