Good Salespeople vs. Bad Ones
In my Contract Negotiation Handbook, I describe "good salespeople vs. bad ones" from the perspective of a procurement professional. I came across an article on the same subject, but written from the perspective of a person who has been in sales and has trained people in sales. I'm always interested in what sales folks have to say about their own profession because it helps me to be a better procurement professional. What I found refreshing in this article is the author's candidness. One bad trait he points out is where sales folks "...focus too much attention on the product or service they are selling and not enough on the real needs and wants of the potential and existing client." Can I get an AMEN on that!? It's a short, but very good read that you can find here and that you may want to send to that special sales person in your life.
I appreciate you presenting the "other side of the fence" on this subject. And as always it is refreshing to see that you are always trying to improve your own performance. Stephen, you help set the standard for those of us in the Procurement profession. Keep the good work. - Robin
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Hi Robin, That's very kind of you to say--you made my day! Thx, Stephen
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If I were to sum up the difference between good and bad salespeople, I'd say it's the ability to listen -- and I mean REALLY listen. Body language, not focusing on responses, summing up their problems, and forming a real emotional connection.
How would y'all rate this description?
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I am not so sure it's just the sale person listening that counts. It's whether the user has clear cut requirements and understands how to measure / insert that into the discussion and how it's added. Vendor product knowledge is equally important. A good sales person is looking to be keenly aware that future sales are not just the before part but the ongoing resolution and implementation of the given requirements with out alot of hassle.. What I find typically is the sales side is pretty disconnected from the service side.. a Good account manager sales person makes sure his product is utilized and implemented correctly.. He would also monitor how his " customer" is being taken care of from support side..
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