![]() Telling stories about other companies that have made similar mistakes is an effective way to achieve this. After all, if you want them to accept your product or service, you need to make them recognize the size and urgency of the problems, as well as their ability to solve them. To help a customer, you cannot be afraid to get them out of their comfort zones. However, the friends who help you the most are usually those who confront you: they lead you to face your problems and are honest about your mistakes - and the same is true for sales. Some people try to be good friends by getting along with others: they avoid confrontation, accepting situations and adapting. To succeed in sales, you need to get your customers to confront problems and make tough decisions.Ī good way to see the importance of this is to think about your friendships. ![]() In a survey conducted in several companies that tracked sales teams, it was discovered that the top performers used this approach. Being super nice and just saying what the customer wants to hear is not the solution. Most salespeople try to avoid problems and do not like to make their customers uncomfortable, seeking to maintain a lasting relationship. To ensure that your customers think outside the box, you need to make them uncomfortable. However, efficient vendors develop new ideas and create complex solutions. Many companies refuse to challenge their customers, only worrying about leaving them in their comfort zones. Effective Sellers Challenge Their Customers ![]() They talk fearlessly about controversial points of view even if they are contrary to the customer’s opinion.Īfter evaluating more than 6,000 survey responses, it became clear that the most popular approach among high-performance marketers is the challenging approach, and it is here that we will delve into the next few lessons. They always seek to quickly solve any obstacles in the implementation or execution of the project through follow-upsĬhallengers: Use all your understanding of the client's business to direct your speech and control the conversation. Problem Solver: They are super-focused on details and can generate great customer trust. Lone Wolf: They tend to have high self-confidence, often only doing things their way, not following the established process. They will make more calls and visits than any other on the team. ![]() Hard worker: This is the seller who arrives early, leaves later and always gives a last push at the end. They are generous enough on time dedicated, strive to meet all client needs and work hard to resolve any stress in the business process. Relationship Builder: They focus on building strong customer relationship networks. Although the profiles are not exclusive, each seller has a predominant profile, and you should strive to discover yours. They are based on skills and behavior when dealing with customers. Shall we go? The 5 Sales Professional Profilesĭuring the research conducted by the authors to understand what success means in sales in the current world, they found there are 5 traditional sales profiles. With this reading, you will quickly learn how to become a challenger and turn your team members into challengers as well. ![]() The authors have done a survey of about 6000 sales professionals and have concluded that effective seller is a challenging. "The Challenging Sale," explores the characteristics of an effective salesperson: do not be afraid to take control and close sales through teaching instead of persuasion. This argument is destroyed in this book which is one of our favorites in the sales category at 12min.Īuthors Matthew Dixon and Brent Adamson explain that the modern seller achieves success in a very different way from what the popular imaginary tells us. The idea that a seller is a charismatic, stylish guy who does everything to please the customer has lasted for a long time. ![]()
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