The #1s in Sales . . .
- Cherry B
- Aug 15, 2016
- 2 min read
This week, we have compiled a list of Number Ones that we see in sales. These Number Ones are deemed as challenges and perceptions that we often see in the sales process.
#1 PROSPECTING CHALLENGE
Getting appointments. Many sales find it really difficult to find and gather sales appointments. Even if they do, many turned out a wasted trip.
#1 ACCOUNT MANAGEMENT CHALLENGE
Adding relevant value for various stakeholders in an organisation. Many often use the very same value proposition to every prospects they meet, regardless of their roles. Some even have difficult understanding what value proposition really is.
#1 NEGOTIATION CHALLENGE
Selling at higher prices. This has an indirect relation to the previous point and more. The art of negotiation is beyond barter trading with price. There are a lot more considerations. It also depends on how the sales has been built-up from the beginning.
#1 CLOSING CHALLENGE
Competing against other lower-cost providers. Again, this ties back to the previous 2 points and the technique to "dramatize" the case.
#1 DISCOVERY QUESTIONS
Asking questions with impact at the right time to the right people. So many sales person fall prey to being a part of statistics by asking the same questions over and over and over again.
#1 CUSTOMER COMPLAIN
Salespeople don't understand their business. Rightfully so when a sales person is too busy hunting for net new customers and spending too little time understanding their industry.
#1 CUSTOMER CONCERN
Salespeople don't listen. Many ask great questions, but sadly, for the sake of it. There is a need to understand that "if we speak, we are just reinforcing our knowledge. If we listen, we are learning new things".
What other Number Ones did you come across? Feel free to share them with us.
Cherrypick Consulting provides experiential workshop named "The Painful Workshop". It is designed to equip trainees with the skills of asking questions that matters. Whether you are in retail, distribution, or any sales business, good discovery questions are necessary. After all, we are dealing with people.
We'd love to hear from you. Share with us your views or if you see more trends that are changing the face of retail.
Cherry-O!
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