Three Practices of the Top Sales Performers
Neil Rackham has a book called Spin Selling. He has completed extensive research in sales and has a lot of data to back him up. He describes three things that top producers do in meetings better than the average sales rep. These are as follows:
1) Top producers ask a lot more questions in the meeting. They actually ask 6 more questions to the average sales reps 1 question.
2) Allow the clients to do most of the talking. While the customer is talking they are actively listening to what they are saying.
3) Top Producers waited much longer than the average sales person to jump in with the solution.
The takeaway that I get from these three points is top sales performers are allowing the customer to talk themselves into the sale.
If you want to become a top sales performer then you must emulate what the top performers are doing.
