Why Do Customers Really Buy From Salespeople?
Ask your salespeople to come up with reasons why their customers buy and they’ll probably come up with four common — and wrong — answers. Typically, salespeople respond with one or more of the following:
- “We have the most advanced product on the market.”
- “It was the best presentation I’ve ever made.”
- “The competition couldn’t touch our service guarantee.”
- “We just happened to be in the right place at the right time.”
Four wrong responses
The above are four “wrong” responses with one thing in common: They all focus on something that your salespeople did rather than responding to a customer’s need or want. That’s predictable.
Salespeople are used to thinking of themselves as initiators. They are supposed to be in charge of the sale, aggressively making things happen. They think of a sale as something that flows from them to their customers.
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