Is it Time to Teach Your Sales Team a Beginner’s Mindset?
leadershipteam
Fri, 12/06/2019 – 09:23
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Sales team leaders often complain that their salespeople present solutions too soon and too often. This selling behavior occurs even after a sales manager has taught and reinforced the value of asking questions to discover a prospect’s true needs.
It’s important to teach your sales team a questioning framework in order to properly diagnose a prospect’s goals and challenges. Equally important is teaching your sales team a beginner’s mindset. One problem salespeople face is that as they gain more expertise, they lose their ability to listen. Psychologists call this functional fixedness — looking at a problem from a familiar viewpoint, which limits a person’s ability to look at new ways of doing things.
When hearing a challenge from a prospect, they immediately think, “Oh, I’ve
