We’ve talked to hundreds, if not thousands of sales professionals and buyers this past year. A constant pattern continues to arise when digging deeper into the complex relationship between the two. It’s clear on a majority of exchanges that neither understand each other — and ultimately, frustration is derived on both ends. Today we’ll look at the 3 behaviors that give B2B sales reps a bad name:
#1. Not knowing enough about them or their business.
It’s a harsh reality, but in an age with so much information available, there’s no excuse for an un-informed sales rep…except laziness. It’s no wonder buyers are frustrated when a smile-and-dialer calls up with nothing more than a script.
# 2. Not doing what they say they will.
It’s simple: the only way to earn trust with a buyer is to say you are going to do something and then follow through. Don’t loose your shot at the deal because you forgot to call the buyer back at the right time! What’s even worse…and happens all the time, is when the sales rep takes longer than they said they woud to deliver a proposal. That’s just bad class.
# 3. Pitch vs. understanding the problems of the buyer.
With so many options and competitors in the market place, the best sales reps are really understanding and identifying the problems of the buyer and how their solution can fix and solve their pain.
So many sellers sound like “me, me, me”
Only in understanding the frustrations of the buyer can a sales rep cater their approach and message to satisfy the wants of the buyer.
Next time you go into a call or meeting, know that b2b sales buyers are expecting to you do one of the above. Surprise them and put a win in the column for the good guys!