Maybe no one is selling. Then any business coach will tell you there definitely is a problem with attaining business success. Whether your business is r&d, biotech, manufacturing or a service, someone needs to spend time selling. Surprisingly, this can be an issue – so pay close attention and ensure enough resources are dedicated to sales.
Perhaps you are a solopreneur, and the only one selling your wares. Take a close look at your selling skills.
The time spent selling needs to be effective. So, be sure to evaluate the selling skills of your sales folks. Do they~
- Build rapport
- Listen to customer needs
- Tell customers about your product in a way that solves their challenge(s)
- Effectively handle objections
- Close on the sale
- Follow up with the customer to ensure they are satisfied with the product
Review the company powerpoint presentation. Chances are, it is boring, has the same strengths noted in your competitors’ slides, and is not relevant to the customer you are talking to. Steve Martin of Heavy Hitter Sales Blog fame has excellent tips on how to do it right.
Go on a few customer calls. Or, you are the sales presence, consider each of the above, the feedback you have received, and whether you have had any sales training. Now might be the time to get some training or hire someone who has.
Contrary to popular wisdom, we are not all born sales reps, at least not as adults… Well, we can all, but some only a little..
So, it’s an excellent idea to ensure this extremely important function has the necessary skills and training behind it.
Let me know if you want to know more on this topic. Each selling skill has its own story and talents.
Tove Rasmussen, Business Coach & CEO of Partners Creating Growth, offers business expertise worldwide to help organizations grow, and disadvantaged regions thrive.
Photo credit: Tracie