Stop Selling. Start Being a Sales Leader: 7 Questions to Ask Yourself

 Stop Selling. Start Being a Sales Leader: 7 Questions to Ask YourselfCustomers don’t want to deal with salespeople. We’re well past that point in time when customers dealt with salespeople. The Internet has been the game-changer in allowing customers to significantly reduce the level of time they interact with salespeople.

With this being the case, why are so many salespeople still trying to be salespeople?  It doesn’t make sense.

What customers do want are solutions to their problems. They want outcomes that will benefit them. This is where the salesperson of yesterday needs to reside today, but in a different light. The role is no longer to simply take orders and close sales. Nope! Today’s sales leader must provide the customer with insights and assistance.

Ask yourself this question: What value do you bring to your customers they could not get through another means? If you can’t quickly answer that question, then you’re nothing more than a salesperson.  

Below are 7 questions you need to ask to determine if you’re a salesperson or a sales leader:

1.  Does the customer ask for your expertise in things other than what you sell? 

2. Are you able to provide critical thinking and make value judgments for the customer?

3. Do you provide insights to your customers that allow them to feel confident about things they didn’t realize were possible? 

4. Do you ask your customers questions both you and the customer don’t have the answer to? 

5. Does the customer ask for your assistance in developing the RFP/bid package? 

6. Does the customer ask for your insights to help them build their strategic plan?

7. Do your contacts at a company invite and encourage you to meet with others in their company as a way to gain and share information?

How did you do?  Are you seen as a salesperson or a sales leader? 

The above questions can help you transition to being the sales leader you are capable of being.

About the Author:

 Stop Selling. Start Being a Sales Leader: 7 Questions to Ask YourselfMark Hunter, “The Sales Hunter,” is author of High-Profit Selling: Win the Sale Without Compromising on Price. He is a sales expert who speaks to thousands each year on how to increase their sales profitability. He was named one of the Top 50 Influencers in Sales by Top Sales World.  To receive a free weekly sales tip and read his Sales Motivation Blog, visit www.TheSalesHunter.com. You can also follow him on Twitter, on Facebook and on LinkedIn.

 

Do you have the profile that wins more sales? Visit salesforce.com or download the free e-book to find out.  

 Stop Selling. Start Being a Sales Leader: 7 Questions to Ask Yourself

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