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Ask the Coach

By Mike O'Horo
December 01, 2003

Q: Some of our partners must think that they're natural salespeople. The result is that they never prepare for sales calls, preferring to “wing it.” Often, they return empty handed, but refuse to change their approach.

A: The days of showing up at a sales opportunity and “winging it” are over. Even natural sales talent is no longer enough. Clients reject salespeople who don't have a plan. Here are some sobering statistics:

  • 82% fail to differentiate themselves from competitors. They lose the business, fail to sell value or don't get their price.
  • 86% of salespeople ask the wrong questions. They miss opportunities and end up wasting client time while appearing unprofessional
  • Only 18% of salespeople close without discounting price. This develops a habit of reducing prices, which destroys profit margins.
  • 95% of clients say salespeople talk too much. This bores clients, causing them to avoid the salesperson in the future.
  • 62% do not earn the right to ask closing questions. They fail to position the sale properly and don't gain commitments.

(Source: The Sales Board survey of 16,000 buyers, 300 salespeople in 25 different industries.)

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