Are Your Salespeople Focusing On The Right Things?
Have you noticed that the overwhelming tendency of most sales professionals is to rush to a solution? It's in our nature. We want to solve our client's problems and we usually have the products and services to do it. So, what's the problem? We’re in the business of providing solutions; It’s what we do! So, why aren't our prospects just thrilled when we come knocking?
Here’s what we know from our research and client experience. Rushing to the solution actually hurts performance. Remember the nail?
As a sales leader, it is your job to help your sales team change their instincts, to slow down and focus on inquiry before advocacy. It’s not easy, but keep in mind that the most successful sales professionals in the world have learned to master this skill. They’ve learned to restrain their impulse and resist the temptation to sell the solution right out of the chute. Instead, they have become masters of inquiry or discovery, and in doing so, they are seen as credible advisors to their customers. We call this skill: Moving Off The Solution.
Moving off the solution takes discipline and often requires sales professionals to break or unlearn certain habits, and the payoff is huge!