Self Centered Salespeople and Customer Focused Selling

Posted by Dave Kurlan on Tue, Dec 06, 2011 @ 08:12 AM

Most of the newer material on sales effectiveness is about being more customer focused.  While this gets misinterpreted, the basics cannot be misunderstood.  It's about them (customer).

Unfortunately, many of the B players - the group in the middle - will never become A players because for the B's it's all about "me".

If you listen to their phone calls, observe them on sales calls, and read their emails, you'll notice that the common theme to their communication is always "I".

Your B's say things like, "I would like to schedule some time", or, "I would like to meet you", or, "I want to talk with you about", or, "I want to explain how", or "I want to learn about", or, "I will be in your neighborhood, city, state or country and I thought it would be great for us to meet".

Who cares?  And more importantly, how does this serve to gain a prospect's or customer's trust?  To show you care?  To build a strong trusted advisor relationship?  Or even to build a partnership?  

Change won't occur until your salespeople learn to ask questions that put the focus on their prospects and customers.

Your A's say things like, "Would you find any value in", or "Would you like to talk about", or, "Would it make sense to discuss", or "What would you like to do?"

Pay attention to who your salespeople put first in their conversations, letters and communications and you'll understand what to coach them on.

Topics: Dave Kurlan, Trusted Advisor, Sales Coaching, gaining trust, sales partnership

Subscribe via Email

View All 1,800 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader