customers think sales meetings are a waste of time
TRANSCRIPT
Why do 85% of customers feel meeting with sales professionals is not valuable?
Forrester Research study shows insightful statistics that explain a lot in the world of sales.
The first chart shows that 85% of customers consider meeting with sales reps as “non-valuable” time! The second chart helps explains why.
Customers found that 94% of customers’ executives felt that the agenda of the sales reps is not to help their customers achieve business results, but rather help themselves achieve their sales targets.
Now, let us dig deeper and check the third chart. 88% of the sales reps are knowledgeable about their products, which is quite high, however chart number four shows that only 55% are knowledgeable about their customers’ industry.
How do you expect someone who sees their sales representative as:
1. Someone who knows a great deal about his products (walking talking brochure) 2. Someone who does not know a great deal about the customer’s industry (challenges &
best practices) 3. Someone who does not care or help his customer achieve their results, or deliver a
business outcome, but rather focus on achieving his own sales targets. Why would 85% of customers consider meeting with their sales rep as valuable time? Educating your sales team on the customers’ industry (challenges, best practices, competitive and market information) makes a great deal of difference and build trust. Ashraf Osman