Sixty-three percent of salespeople consistently behave in ways that hinder their performance.Wow! The study in HBR, referenced in this article, looked at 800 salespeople’s behavior and results and discovered that most sales people are just guessing at how buyer’s buy. It makes sense because the buying journey has changed so much in the last decade. Most buyer’s don’t even really know what their buying process is any longer. There are so many new opportunities for them to research, communicate and do their diligence. They are not waiting for a cold call to inform them. They are not accepting cold knocks on their front door for an impromptu conversation.And, they are definitely NOT following the prescribed sales funnel. So, what are they doing? How can you help your team and business close more deals? Read on for “6 “Whys® of effective selling.
No longer must we guess our way to success. We now have science-backed models like the Six Whys® to help us better serve customers and increase sales.