If weak auto salespeople can sell 17 million expensive cars a year despite all of the hoops, why do B2B salespeople struggle to close relatively inexpensive products and services? Auto salespeople are order takers. Their customers will buy a car from someone and it’s just a matter of from whom. That’s not very different from most B2B customers who will also buy from someone. As a matter of fact, around 75% of B2B salespeople are order takers. Do they get the business because of their special relationships? Their discounted prices? Their superior products? Are they actually helping their prospects reach the conclusion that there is greater value from buying from them? In the 75% group, it’s probably price, product or relationship. For the top 25%, it’s probably their ability to guide their prospects to the correct conclusion.
What do the top 10% do differently from the bottom 10%? Almost everything! You can see those differences here where you can compare our data from the most recent 500,000 or so sales assessments.
The best salespeople have superior Sales DNA, don’t make excuses, have strong commitment and excel at selling value and closing. Back in Henry Ford’s day, it was more like a Field of Dreams experience – build it and they will come. That still seems to hold true for cars and iPhones but for everyone else, it’s a different story. Today, you’d best be able to follow a milestone-based sales process, differentiate by taking a consultative approach, sell value, thoroughly qualify and close.
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