One of the most important qualities a salesperson can have in today's economy is patience. Clients are unsure of budget, they're nervous to make a decision, and they're taking more time to do it. You need to rely on your patience to hang in there and get the sale. Today sales trainer Kelley Robertson shares a few more examples that illustrate the importance of exercising patience. Work on this skill, and you'll be in good shape!
According to Robertson, you need to be patient so you can:
Ask questions
The vast majority of people in sales can't wait to discuss their product or service. I can't count the number of sales presentations I have been forced to sit through when the salesperson goes through his pitch and then asks questions. This process is backwards. Your goal is to ask questions first, then present your solution.
Listen to your customer
I have seen many salespeople ask questions only to ignore what their customer says. This typically occurs because the salesperson thinks he knows the answer because the beginning part of the response sounds similar to what he hears from other customers.
Properly position your solution
If you are not patient, you won't follow the first two points which means you will not be able to effectively position your product or service. Having patience means you will have a complete understanding of the customer's situation. That will allow you to present the aspects of your offering that are most appropriate to your prospect's individual situation.
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
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