Is your sales team truly prepared for today's sales environment? Want More Sales? Build Business Acumen...
If you asked your customers what they expect from your salespeople, what would they answer?
Years ago they'd most likely say, "sales people need to know their products inside and out so they can make appropriate recommendations." These days, however, customers go to the Internet for most of their product information making "product knowledge" ancillary in the selling process.
More recently, they might have answered that they expect salespeople to "understand the problems I face and recommend solutions." Now, like product knowledge, this expectation is also passé.
So what does your customer want?
Studies show that today customers want salespeople to know their business – and more specifically, to understand what drives their business.
Your customer wants more than conversation about features and benefits, problems and solutions. He wants his salesperson — his consultant — to understand the results he seeks, the strategies he uses, how he measures success, and especially his company's business environment and its competition.
In other words, he wants a salesperson with business acumen.
