Customers expect to be schmoozed by salespeople. They expect that in the course of this schmoozing, the salesperson will at least pretend to take an interest in them as individuals. They expect to be asked a few questions about their situation and their individual needs.
Then the product presentation begins, perhaps with a demonstration, and guess what? The customer’s individual needs are forgotten as the demonstration turns into a canned sales pitch that addresses all the glories of the product with no regard to which features this person actually might care about.
That’s like throwing darts in the dark, hoping something will hit the target.
Schmoozer vs. Partner
If you really want to distinguish yourself and build customer loyalty, here’s how…
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).