SALES PEOPLE: STOP BORING YOUR CLIENTS AND WASTING THEIR TIME!
Too many sales people are spending too much time talking about their own company and their products and services. It needs to STOP!
Typically, you have a 1 hour meeting with a prospect right? Once someone has arrived late and the intros have been done you are down to 45mins. At this point too many sales people are then wasting 15-20mins (even 30mins!!) talking about their company’s stats/features rather than the outcomes they help their clients achieve i.e. the VALUE they deliver!
Start every discussion with a client talking about the OUTCOMES (the WHAT) you will enable your client to achieve (or that you have helped similar clients achieve). Then you can talk about the HOW and communicate the details of your products and service within the context of the clients business outcomes.
We have a fantastic model called the 3 Levels of Sales Messaging that helps sales people understand at what level they are communicating. Leave a comment on this post and I will send it to you. Happy Friday!! 🔥✅