The best sales reps are problem solvers. You must fully understand your customer’s business and market. You have to know their pain points and be able to make them understand how your product or service will help alleviate that pain. Most importantly, you have to get them to move from A to B — from the way they currently do things to your way, with your product.
It can be tough but we know you do that and more everyday. Just for fun. Let’s turn the tables. When was the last time you looked at yourself as a customer? What are your pain points? Have you been a tad resistant moving from A to B?
Surveys indicate that 99% of customers believe sales people should be well prepared and well versed in their industry. Yet 89% of sales managers feel that their reps had missed major opportunities because of their inability to leverage the information available to them. That’s a very big gap between what your customers want and what you bring to the party.
Take a look at the time it’s taking you to troll through all your resources to prepare for each meeting. While you’re at it, take a look at the sheer number of resources at your disposal. LinkedIn, Google, Maps, Salesforce, email, twitter. The list goes on and on. If you’re like 84% of your peers, this is a big source of your pain.
So what are you going to do about it? Maybe it’s time to upgrade your tool chest with a mobile sales app that can ease your frustration and help improve your productivity. Don’t shake your head in agreement and then put it off until tomorrow. You know the saying about tomorrow. Yup. It never comes. And when you finally get around to solving your own pain points, you’ll wish you had done it so much sooner.
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