Why Sales Professionals may have different priorities than their customers

All of us are uniquely wired and Sales Professionals are no different.

Some Sales Professionals are enthusiastic and want to make the prospect their friend on the first meeting. How do you know if the customer wants that?

In certain industries, Sales Professionals are more assertive and push to get the sale or a desired outcome faster. Is the customer ready to go that fast and agree to whatever they are selling?

Technical Sales Professionals often have the data, the facts, and the ROI of their product or service at their finger tips, but they may fail to "connect" with certain customers. Is the customer only looking for facts, or do they want to build a relationship as well?

So how can a Sales Professional know what priorities the customer is looking for without giving them a headache?

First of all, they must approach the first meeting with the goal of better understanding their customer. What are their needs? What are their challenges? What are their priorities? The Sales Professional must adapt to the style and priorities of the customer, on the fly. It's ideal when a Sales Professional can ask simple but effective open-ended questions. If it appears the customer is in a hurry, you need to pick up the pace somewhat. If the customer is asking lots of questions and they sound skeptical, slow it down and address their concerns before trying to rush to a sale.

Click here to view a short video on how to better understand your Sales Professional style and priorities, so that you can learn to more effectively connect with your customer.

Here's to your sales success!!

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Mike Mack is President of X5 Management, a Western Canadian-based company that offers comprehensive Training, Coaching and Consulting services that include: Improving Sales growth, Enhancing Customer Service, Building Cohesive Teams, and Leadership Development. His passion is to make businesses and their people better by “turning soft skills into hard assets.” Mike is an entrepreneur, author, facilitator and professional speaker. He holds an MBA from Athabasca University. Mike is a member of CAPS (Canadian Professional Speakers Association) and a TEC Canada speaker.