This product “pushing” mentality, at least from the seller’s perspective is not in concert with today’s consultative sales approach. Customers want to engage in problem solving vs. product flash.

As a result, knowing your customer from their perspective is the only perspective that counts.

Management needs to help their sales professionals understand customer’s wants and needs both present and future. This requires more of an inquisitive approach, asking more probing questions and understanding the customer’s entire business proposition.

This macro view allows specific products or services to create more value when connected to the customer’s situation. www.nealabc.com

If you want your sales team to differentiate itself from the competition help them listen more effectively  and improve their skill to develop penetrating questions that reveal a customer’s “real “ concerns and needs.

This does not require years of experience merely a mind shift in sales approach and some basic sales training. www.nealabc.com