I have just alienated every sales manager out there. But, our industry needs less selling and more helping. Your customer is trying to decide whether to buy or not. HELP THEM. Stop regurgitating features and benefits in the hope that something sticks.
Source: Veterinary Advantage – Companion Edition, August 14, 2019. Link. For too many distributor representatives, objections have become a game of, “If I can prove my point, will you drop yours?” That almost always sets up a win/lose scenario, and that is a game no customer wants to play.”
INSIGHTS: Be INTERESTED in your customer and your customer will find you INTERESTING.