Research has proved that, on an average, only 60 % of salespeople are achieving their targets in technical selling. The statistics are even more worrying for SMEs where only 50% of the sales team is meeting their targets.
What can be done to change this?
Do not be a salesperson, be an advisor and solution provider.
Align your solution with the prospect’s needs & pain points.
Make the prospect your priority, not your pitch.
Educate yourself about the decision makers, their industry and buying process.
Say No if your product does not meet certain requirements, but be ready with an alternative.
Network – because your network is your net worth.
Engage and connect by using social media effectively.
Build trust by being authentic and honest about what you share and the causes you endorse on social media.
Be sensitive and empathetic towards the prospects personal situation and state of mind - they may be going through a lot in these trying times.
Help to make the prospects life better and easier. Help the customer to WIN. You don’t have to win the deal, you have to win OVER the customer. The deal will follow.