Warning Signs of Sales Ineffectiveness
What you may observe
Customers “tuning out” a salesperson when he or she speaks at a meeting
Nonverbal cues such customer’s arms crossed or fidgeting with items on the desk
Customers responding with short answers to your questions
Fewer stakeholders keeping appointments
A hand-off to a non-decision maker to manage the sales process and discovery
What you may hear
“You’ll have to talk to our Purchasing Department.”
“Can you just email me some info? I’ll take a look at it and get back to you.”
“Send me your best offer and I’ll get back to you if I’m interested.”
“Do you have a technical specialist I can talk to at this point?”
“Just cut to the chase here. What is it you recommend and how much will it cost me?
These options are a bit confusing.”
If any of the signs look familiar to you, your sales team may need help with self-awareness, understanding, and learning how to be more adaptable in communicating with prospects and customers.
Customer interactions, satisfaction, and loyalty are driven by your team's sales effectiveness. The most effective salespeople understand their customer's buying and communication styles.
Companies with engaged employees outperform those without by up to 202%
(Dale Carnegie Institute)
Customer loyalty doubles in companies in the top 1/4 for employee engagement
The most effective salespeople understand that good communication with customers throughout the sales process is absolutely essential for success. Maintaining customers’ trust and understanding their buying styles leads to sales.
Every potential buyer has a unique communication style and an associated buying style that affects the sales process. Although you may have the best solutions available to help them achieve their goals, you will likely find that the same presentation, sales style, or sales approach may work well with some people, but not others.
As a salesperson, it is more important than ever to be self-aware and learn about your sales style, understand your buyers and prospects, and communicate effectively with them to establish trust and build credibility.
What are the costs of poor communication with prospects and customers during the sales process?
Lost sales and unmet revenue needs
Employee engagement & retention
Missed sales referral opportunities
Diminished brand reputation
Unacceptable customer survey ratings
Once-loyal customers who leave
Effective communication is the key to acquiring, keeping and satisfying customers. When your sales and customer service teams are able to recognize and adapt to customer's needs and buying styles, the result is an increase in sales effectiveness, higher customer loyalty, and the organization meets its revenue goals. The benefits far outweigh the cost. Can you really afford to wait any longer?
Are ready to assess your team's sales and customer effectiveness?
We recommend an effective, scalable solution that:
Is easy to understand
Recognizes your team's sales strengths and challenges and their personal selling style
Identifies communication strategies for people of different styles
Is available in multiple languages
Is time-tested, extensively researched and validated