I often hear many sales and marketing people, and business owners, tell me that all they have to do is get in front of a prospect, and they usually get the work.
And yet, according to CSO Insights, 41.8% of sales people missed their quotas last year.
And after interviewing 24 CIO’s recently about the biggest deciding factor for choosing a company to work with, they tell me it is the account executive, or sales person they will be dealing with.
So, there seems to be a major disconnect in what business owners, and sales and marketers say, and what actually materializes.
Why is this happening?
I believe it happens for two reasons.
1. Not all sales people should be selling. They simply aren’t cut out to be sales people.
2. Many, of the sales and marketing people, and business owners, I meet, DO NOT have the skills to be good at their profession.
There are three basic skills that all sales and marketing people, and business owners, need to master, before they can really become proficient at sales and marketing.
These three skills are
1. Qualifying prospects,
2. Handling objections,
3. Closing each encounter.
As such, I have put together a series of three videos about each of these skills, and I am inviting you to watch them. Please also invite anyone in your company you believe could benefit from knowing these essential skills.
The first video is available today, and the other two videos will be available later this week.
To view the videos, GO TO THIS PAGE.
Kind regards,
Ian Dainty
Ian Dainty’s Email
P.S. – Be sure to “like” and share this article, using the social media buttons on the left, so your friends and colleagues can also view these valuable videos.
Image by ablogforbetterbusiness.com
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