Customer Engagement - Take the Pulse Check

Which of the following trouble spots are issues for you?

My sales people:

• Have been through a sales system (Sandler, Spin, Strategic) but are still just asking questions for the sake of asking questions.
   
• Rely on rational arguments to move the prospect rather than tapping into the core emotional needs that drive the decision process.
   
• When put on the spot get insecure and start spouting information.
   
• Don’t often ask the refreshingly direct questions like, “You’ve been with our competitor for over 15 years, do you mind me asking why the interest in us, and why now?”
   
• Will do just about anything to avoid asking for the business.
   
• Give away the farm or leave opportunity on the table when they encounter resistance.
   
• Deliver too much information and not enough insight when doing client presentations.
   
• Talk for 80% of the sales call versus listen for 80%.
   
• Push features and benefits rather than pull out the prospect’s definition of value.
   
• Use our CRM system, but lack the ability to use it as a tool to create insight.

“The odds are 2 to 1 that in any sales interaction the sales person's orientation is inwardly focused - self referential vs. customer referential.”
- Jack Carew Organization

”Emotional engagement releases four times the discretionary effort of rational engagement”
- Corporate Leadership Council