Questions and Answers
What is a key consequence of lacking sufficient product knowledge in sales?
It creates uncertainty and breaks the relationship with prospects
Why is it important to recognize your clients' needs in sales?
To tailor your services or products to meet the needs of your prospects
What is the result of not being able to fully explain how your products and services will benefit your prospects?
You are likely to lose the sale
What is the benefit of providing a unique selling proposition (USP) to your prospects?
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What is the consequence of not understanding your prospects' needs?
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What is the importance of understanding your top competitors' sales strategies?
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What is the result of not tailoring your services or products to meet the needs of your prospects?
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Why is it important to diversify your services in sales?
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What is the consequence of not being able to explain how your products and services will benefit your prospects?
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What is the importance of recognizing your clients' needs in sales?
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Study Notes
Sales Fundamentals
- Selling is about having a clear message and delivering it to the right people at the right time
Myths about Being a Great Salesperson
- Sales ability is not a natural-born talent
- People don't need to like you to buy from you
- Not anyone can be influenced to buy
- Being a good speaker doesn't guarantee being a great salesperson
- Being an extrovert or a people person is not necessary to be outstanding in sales
- The internet has not made great salespeople obsolete
Reasons Why Salespeople Fail
- Not listening to prospects
- Inconsistency
- Not setting daily goals
- Not knowing the product and competition
- Not understanding the value proposition
- Lack of follow-up
Key Statistics on Sales and Follow-up
- After the initial meeting, 80% of sales require five follow-up calls
- After one follow-up, 44% of sales representatives give up
- 91% of customers say they would recommend the company
- Only 11% of salespeople request referrals
- Only 13% of customers believe a salesperson can understand their requirements
How to Sell the Way Your Prospects Buy?
- Request new product or service ideas from current customers
- Request feedback from current customers on the products they are currently using (not yours)
- Enquire about prospects' significant problems or issues
- Attend trade-shows and seminars
Why Prospects Don’t Buy from You?
- Lack of sufficient product knowledge
- Not aware of prospects' needs
- Lack of clarity and focus
- Undefined target market
- Ineffective sales pitch
- Inefficient and irregular follow-up
- Failure to close deals
- Tenacity target activity
Why You Lose Sales to Your Competitors?
- Lack of sufficient product knowledge
- Not aware of prospects’ needs
- Lack of clarity and focus
- Undefined target market
- Inefficient and irregular follow-up
- Ineffective sales pitch
- Failure to close deals
- Tenacity target activity
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