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You Cant Afford Average Salespeople

Written by: Dave Mather

Article Overview: Pitfalls of order-taking salespeople.

You Cant Afford Average Salespeople

(NC)-If your salespeople appear to be satisfied with current sales, are too busy to establish new accounts, or don't recognize the need to develop their selling competencies - the cost to your company, according to industry data, can be as high as twice their current sales volumes. Your business simply can't afford an average sales team.

"Move your sales division from average order-takers, to excellent product peddlers, to collaborative problem-solvers. Typically, this will increase company sales from 20 to 200 percent or more. Average salespeople listen from an 'agree/disagree' position. To them, selling is a battle with prospects. It is critical instead, to move them from the friendly, problem solver/technical advisor relationship, to one of genuine collaboration with high-level prospects, making it almost impossible for competitors to penetrate existing accounts - even with slick marketing.

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Article Tags: sales, sales management



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Re: Are Business Owners too Old School to be Sold by a blog - [quote="RussellWebb":34fthubv][quote:34fthubv]Customers Pick Static Documents over Blog Entries 8 to 1 on Average[/quote:34fthubv] Interesting study. Just as a commenter said on your post... don't call it a blog. I agree.[/quote:34fthubv] Yep, I agree with him (and you.) I don't think that the readers really have any problem looking at the blog once they've been sent to it, but it's just the word "blog" that's causing the problem.
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