Frustration and demotivation are the biggest betrayers when it comes to successful selling. Salespeople across all industries are easy demotivated when their clients are not in dialogue with them. Today’s Infographic highlights 5 reasons why your sales prospects don’t want to listen to you.
#1 You’re not reaching out to the right people
42% of sales reps feel they do not have the right information before making a sales call. Before picking up the phone, you need to know who to reach out to and why. What is their job title and function? Does that person have similar characteristics to your buyer personas?
#2 Your product isn’t the right fit
Only 13% of customers believe a salesperson can understand their needs. Try to see your products from your prospects’ point of view. You may have the best, fastest, or cheapest product on the market, but that doesn’t always matter. Research your prospects before contacting them so you can address individual pain points and personalize your conversation.
#3 They weren’t ready to make a decision
Most prospects don’t make decisions right away.
80% of prospects who eventually buy are originally marked as bad leads.
If you don’t want to seem too pushy, add them to relevant nurture campaigns. Doing so will position you as a thought leader, create trust, and engage your contacts until they’re ready to buy.
#4 They prefer your competitors
There are always factors, such as price and existing business relationships which impact your chances of winning a deal. However, a recent study suggests the median overall response time was:
- 48 minutes Companies with 300 employees or less
- 1.38 minutes Companies with 301-2,500 employees
- 1.28 minutes Companies with 2,501 or more employees
Surprise, customer experience is still the most important element when it comes to win big.
THE FASTER YOU RESPOND, THE MORE LIKELY YOUR PROSPECTS WILL CHOOSE YOU OVER YOUR COMPETITORS.
#5 They’re just not interested
You can’t always change people’s minds – and that’s okay. However, don’t be afraid to ask what made them say no.
Maybe they didn’t like your tone, maybe they were having a bad day, or maybe they couldn’t get their team on board. In any case, you can use the opportunity to look for patterns and adjust your strategy as needed.
Being in a Sales job is one of the most rewarding but also one of the most challenging jobs you can do. As a good sales guy, your clients will love you and maybe see you as a friend if you made it right. Customer intimacy is one of the most important elements. There are many sales training offered on the market, techniques, and methods.
But one thing is for sure and always valid. Listening and understanding your sales prospects are today the most important element in the sales cycle. Building demand generation and a healthy pipeline for direct sales force are coming through big data analytics. Depending on how good we made our homework we can have a great lead generation or a weak one. Our sales team is depending on them every single day.
Share your thoughts with us and let us know what made your job in sales successful or not. Use our commenting section below.