Product Pitchers...

One of the main reasons for sales resistance is product pitching...

Yet this is exactly what most onboarding & training focuses on.

A Gartner study found...

“A survey of 725 B2B buyers conducted in November and December 2021 revealed that 72% of customers said they prefer a “rep-free experience,” or completing their purchase without speaking to a rep at any point.”

So what's the answer?

Salespeople who...

- focus on buyer problems

- know how to communicate effectively

- can challenge & educate their buyers

Salespeople are conditioned to fall into stereotypically negative behavioural patterns.

But to be successful in sales... try doing the opposite:

Problems > Product

Listening > Talking

Questions > Answers

Understanding > Pitching

Disqualifying > Convincing

#sales#b2b#training