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One of the biggest problems I notice in the sales teams we train is the title of today’s article.

It is notorious for the misunderstanding of the customer’s reality.

This misunderstanding involves many aspects.

It starts with the positioning of our product or service, then goes through the sales process, where the understanding of the customer’s business and their needs is not always the most correct, and usually ends in the closing process, where the sales person often does not understand the conditioning factors of the closing process or the most pressing issues for the customer that must be resolved before going ahead.

Ufff???

So much misunderstanding?

Is it a misunderstanding, or is it, in most cases, a lack of investment by the salesperson in the sales process?

In our … [ Read the rest ?? ] “Do your commercials understand your customers?”

You almost caught it!

Many times, at the end of the business year, we are deluded by a series of deals in our portfolio.

Businesses that are usually quite “appetizing.”

As the end of the quarter approaches, the salespeople start to get more nervous, the deals do not materialize, some are delayed to the next quarter, and as you can imagine, the goals are not achieved.

The question is: why does this happen?

We can make a thousand and one excuses:

That it is a consequence of the pandemic and the war

That the client delayed the process due to other projects

That it was your favorite club that lost

In short, there will undoubtedly be no shortage of excuses.

But does this really need excuses?

In our view, no.… [ Read the rest ?? ] “Do you know the sales tactic of the fox?”