One of my favorite questions to ask salespeople is:

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Listen to Part One of Sleep and Sales Performance
Listen to Part Two of Sleep and Sales PerformanceAt a very young age, I was told that I should pursue a career in sales. I heard it in high school, again in college and, yet again, post-graduation. Perhaps, people told you that you have what it takes to be a great salesperson.

Why did people tell us that we should pursue a sales career? There was one reason. We were great talkers! People not in the sales profession think that “talking” is the key to sales success.

Certainly, being articulate is an ingredient in the sales success recipe, but that is not the one that makes someone a sales rock star.

Those of us within the profession know that what you say to a prospect is not the secret to winning in sales. However, many within the profession think the number one sales success factor is listening.

I constantly hear sales managers preaching lebanon telegram data the importance of “listening skills” to their salespeople.

Listening is also an ingredient in the sales success recipe, but there is one skill that is even more important to master.

Who knows more about the world of potential solutions available in your industry…you or the people you sell to?
Without blinking an eye, they always say they have greater, broader expertise in their solutions than their buyers. I’ve never had a salesperson, in any industry, say their buyers know more than they do about their solution possibilities.

This holds true even for those buyers with titles like CEO, CFO, president, COO, etc.

Despite those high-level titles and roles, they usually do not possess the same level of knowledge in the universe of solutions that those salespeople calling on them do.

They have expertise in their respective roles, but not in every product or service they procure.