A recent study conducted by global skills development company Huthwaite International found that a massive 85% of individuals believe that they should be listened to carefully by sales professionals.
The study found that clients felt that their contact did not understand their specific requirements and needs were not met.
39% of those surveyed said that they were paid adequate attention the last time they made a substantial purchase.
61% of those investigated believe polite enquiry is an essential part of the purchasing process – as they feel more confident that the individual can deliver. However, only 25% said that they believe they had been asked enough questions before making a significant purchase.
The old fashioned notion of a sales heavy phone call still appears to be quite common. Chief Executive at Huthwaite International Tony Hughes, explains: “Sellers must take care not to get caught up in the excitement of talking about the bells and whistles their product or service may have – which, if irrelevant, will be ignored at best and at worst will irritate a potential buyer, lose a potential sale and have a negative impact on the brand and the bottom line.”
Speaking about a salesperson’s attitude, Tony said: “It seems salespeople are getting a ‘could do better’ score on their report card from buyers. If salespeople aren’t listening, it usually means they’re talking. There’s a real danger in this because it means a missed opportunity to discover how they could help the customer.”
The overall outcome would appear to be that listening is key for salespeople. Falling short of customer expectations and failing to measure up to requirements could be down to the fact that they are not connecting with the customer to find out what they really need.
It’s no surprise that modern technology has evolved massively over the past few years - not only in the business industry. With the evolution of webcams within the sales industry, sales are increasing through this feature. Is your company still sat...
Despite the training available, too many salespeople are still being thrown in the deep end without much support or induction in to the world of sales. If you’re an experienced salesperson, you would probably hit the ground running in a new job - but can we say the...
Sales careers are, or can be the highest paying professions in the country. If you’ve got the gift of the gab, you could easily see six figures on your pay check if you choose the right route for your career. Below, we’ve made a list of 5...