How much attention are you paying to the way your sales team is engaging with their buyers?
Why, you ask? Well, there’s a big difference between the way mediocre or poor performers interact with their buyers compared to how top performers do.
Average salespeople view and regard their prospects as one of two things: 1. superior to them or 2. inferior to them.
Let me explain.
Sellers who view their buyers as superior tend put the prospect on the pedestal and enter meetings with these buyers with a certain level of vulnerability and insecurity. They lose touch with their own value and assume the prospect has all the answers and view their own insights and expertise as insignificant.
Average or poor performers actually view themselves as superior. They allow their decisions and dialog to be driven by their egos or believe that they can simply walk into a meeting and begin telling the buyer how to make decisions or run their business.
Both approaches are flawed. It should be fairly obvious why.
Let’s contrast that to how the top sellers today treat their prospects.
The very best performers choose to view, interact, and engage with their potential customers as peers. They value their right to be in a room just as much as they value their buyer’s right to be in a room. They are interested in hearing their buyer’s concerns and insights as well as providing their own.
In order to accelerate closing ratios, you must treat your buyer as an equal.
Nobody wants to do business with a know-it-all and nobody wants to do business with someone who would rather hide in a corner the moment an executive or decision-maker walks into the room.
Ensure your sales team takes their engagements with their buyers seriously…and treats them as equals rather than tipping the scales on either side!