I was recently working with clients to hone their skills around planning and leading effective sales conversations in virtual environments. Something happened very consistently: most professionals talked about their product or service way too early in a conversation with a potential (or sometimes current) client.
This blog post digs into why that happens, and what you can do to break this potentially relationship-killing habit. Instead of a sales “pitching” habit, professionals need a “business conversation” habit.
Why does this happen?
An early segue into a product or service conversation is usually the result of three missing ingredients, and these can apply to nearly any stage of your sales process.
One, you might need more business intelligence about the situation. Business intelligence always comes before solutioning, but most professionals mistakenly approach that in reverse order.
Two, you might need more confidence as a peer-level trusted advisor. We go to where we’re comfortable, which is usually around