Nearly every security salesperson dreams of an unlimited supply of qualified prospects. However, there is a wide gap between “dreams” and “reality” that many salespeople never seem to cross.
Because looking at statistics and numbers is as welcome for salespeople and sales managers as an IRS audit or a colonoscopy, they ignore the true value of it.
So the new product is really useful, cool and innovative. It helps a lot of people and makes things better for customers. Does anyone know that they really need it?
My very first sales manager told me that seven out of 10 salespeople never ask the customer for the order. I thought he was nuts and using that funny stuff rappers like to smoke. I mean, how in the world could a salesperson not ask for the order? I couldn’t fathom the thought.
Do you ever listen to what you say and how you act with potential customers, and break it down afterwards? What do you think of your approach? Would you buy a security system from you?