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Daily Sales Tip: Don't Waste Their Time
In a recent MarketingSherpa survey, both salespeople and prospects were asked the same question: "Why do buyers leave?"
Salespeople's top answer: Price.
Prospects' top answer: Service.
While the results suggest today's buyers may want more one-on-one face time, sales expert Jill Konrath suggests that isn't always the case.
"A lot of today's buyers have less time and more responsibility," she contends. "The last thing they want is a salesperson trying to spend more time with them."
Monthly e-newsletters and regular phone calls (or even texts) are a great way to maintain contact, but the key is finding a way to let buyers know you're a ready resource without becoming a distraction.
Source: Sales author Geoffrey James (from The Selling Advantage, 08/14/09)
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