Sales Quote of the Week

Kudo’s to VP Sales Sean Hughes for reminding his team this week (during a sales kick off event)

“Stop promising and start probing!”

Sean and I noticed that the team was pitching solutions, promising enhancement, showing demos and promising prospects  what the product was, is and could be. This behavior is stalling sales, causing calls to not be returned, and meetings to be rescheduled.

Why? Because his team was doing all the talking.

Instead they need to go back to:

Asking questions not making statements.

Listening not talking.

Probing instead of promising.

“Stop promising and start probing!” Profitable advice for all.