You can lie to salespeople and still go to heaven

A look into a buyers system

So why do buyers do this?

Well, mostly because it works.?? In order to protect themselves, buyers feel they need a system to deal with salespeople.? It is an instinctive reaction to the negative stereotype of a salesperson that causes buyers to put up a defensive wall with anyone selling anything.

What does a Buyers System look like?

It looks something like this:

• Buyers don?t always tell you the truth
• They play their cards ?close to the vest?
• They want free consulting
• They commit to nothing
• They disappear

How does this affect the salesperson?

?They usually experience one or more of these shortcomings.

• ?Long selling cycles
• Unmet sales forecasts
• Positioning value
• Price concessions
• Poor win odds
• Inability to get to decision maker
• Stimulating interest
• Lose to competition
• Ineffective negotiation
• Losing to no decision

What do companies do to contribute to the problem?

• ?By allowing salespeople to sell using outdated, or worse no sales system at all.
• Most companies train their reps on the features and benefits of their great product or service, even though traditional feature and benefit selling has proven ineffective.
• Teach salespeople to rely to heavily on presentation skills to close deals.
• Employ a broad array of manipulative sales closing techniques

FACT: Over 80% of high tech salespeople today are still using traditional Feature/Benefit selling techniques

?What is the solution?

?To win at sales you must employ a selling system that is more powerful than your prospect, one that:

• ?Provides a Sales Process:? A process that not only helps with what to do, but it specifically focuses on how to do it.
• Provides a Philosophy:? The customer should be the focal point.? Helping customers solve their business problems and achieve positive, measurable results to those problems should be the basis to all actions.
• Provides a map:? A map of how to get from where you are to where you want to be.
• Provides a Methodology:? It should be a system of methods that includes tools, job aids, techniques, and procedures.
• Provides a Sales Management System:? A system that provides sales and executive management with a process to analyze pipelines, qualify opportunities, and coach skills.

Conclusion

?Take the time to develop and get trained in a selling system.? If you do you will find:

• ?Closing ratios will improve
• More opportunities in the pipeline
• Forecasting accuracy improves
• Increased win odds
• Increased sales revenues
• Shortened sales cycle
• Your team will focus on the best quality opportunities and prospects.
• Higher individual and team quota attainments
• Increase in average deal size

Would you like to learn about how Solution Selling? = Proven Results?? Click here and add Aberdeen Group Report in the subject line and I will email it to you.

Source: http://www.reforcesuccess.com/you-can-lie-to-salespeople-and-still-go-to-heaven/

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