During the “Cracking the Buyers Code” webinar that was conducted on June 19, the panelist of corporate decision makers and buyers shared some revealing insights for sellers.
They all stated that time is a precious commodity and that their schedules are jam-packed from morning until evening. In fact, one person said that he arrived at the office at 7:30 am and that he had already met with three salespeople that morning before the 11:00 am webinar.
Continuing on the “time is precious” thread, one of the panelists said, “Don’t waste my time with stupid, basic questions like; “Where are you located?” or “Are you the right person to speak with regarding…?”
The frustration in her voice as she said this clearly indicated that these types of questions were commonly asked by sales people wanting to sell her their product, service or solution.
The rest of the panel wholeheartedly agreed and unanimously said that proper preparation is critical if you want to get their attention and capture some of their valuable time.
Part of the preparation is understanding their business issues which means you MUST do some homework BEFORE you contact busy decision makers. From there you need to create thought-provoking questions that will help you to stand out from your competitors.
Don’t waste a prospect’s time with basic questions that could be answered by spending five minutes on their website.
BTW: You can listen to the full webinar here[/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.