Rain Today issued a new eBook last week the reflects the results of a survey they conducted to learn about the problems buyers experience when engaged in the purchase of professional services. What's frightening is that 80% of buyers say they encounter at least one major problem during their buying process.
What I like about this report is that it doesn't just tell us where sales messes up and loses deals, it actually shows how much more successful they can be if they correct the mistakes that turn buyers off.
The Top 3 Faux Pas of Salespeople:
38% of buyers say the salesperson didn't LISTEN to them.
96% of those buyers say they'd be somewhat to much more likely to buy from a salesperson who listened.
30% of buyers say the salesperson didn't understand their NEEDS.
100% of them said they'd be somewhat to much more likely to buy from a salesperson who crafted a compelling solution that met their needs. Go figure!
30% of buyers say the salesperson did not RESPOND to them in a timely manner.
94% of them said they'd be somewhat to much more likely to buy from a timely salesperson.
In an age of selling where the buyers control how they buy, we'd better get our skills in order. Just imagine how much money is being left on the table. Oh yes, and even though this survey was conducted for professional services selling, my instinct tells me it's not too far off from other industries.
Go download the report and see all the other issues buyers are experiencing. Can sellers really afford not to be top notch?
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