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Say What? Only 57% of Sales Reps Make Quota? Free Download
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A wise executive once said that value is in the eye of the beholder. Unfortunately, very few sales people can effectively differentiate themselves as valuable to their customers during the selling process. And that’s according to their customers.
We all know that 60% of the buying process happens before the seller gets involved. But if you’re not providing value once they get to you, then you’ve got a serious problem. Sometimes it’s just a matter of shifting the conversations you have with buyers. First and foremost, focus on them and not you. However, getting there is half the battle.
View my latest video for 3 key ways you can start changing your conversations with buyers and demonstrating your unique value – today.
How do you successfully shift the conversation?
Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter