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