Does your sales team know the difference between conversation and combat?
Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!
This is not a trait you want to see in one of your sales reps. You’re simply not going to close a sale with a customer you’re also arguing with. The last thing you want is for your sales rep to “win” the debate and have your customer sit back and shut up. This is a sign of apathy and it won’t lead to anywhere positive for the sales rep […]