Winging It – confidence?
A large portion of sales people just ‘wing it’ when it comes to speaking with customers.
So many sales people are not ‘drilled’ in the ‘art’ and ‘science’ of selling, and not held to account, so they ‘wing it’. Some to the point where the conversation becomes all about them rather than the customer or their needs.
To be really good at pretty much anything, there are steps you need to take. You need to learn how to do it, practise it, act on feedback, and repeat. It is infuriating how many ‘sales people’ just rock up and do the same thing (i.e. the ‘repeat’ bit). They go to a meeting without any previous thought or consideration of using tried and tested processes and skills.
It could be that confidence is so high, the belief to not prepare and plan how to execute customer interactions takes over. However, confidence is often read as arrogance, which re-enforces the ‘lazy’ perception of the ‘sleazy salesman’
Let’s face it, natural charm is not enough.
If you’d like more information of how we can support you or your sales teams, click here: https://www.expressionforgrowth.com/virtual-learning-sprints/#precision-selling