training should teach employees to listen to customers' needs to
become better marketers, according to one expert in the
Joe Marr, a sales and management consultant and trainer in the US,
believes that marketing departments in companies would benefit from
teaching their staff the importance of learning how prospects want
to be sold to.
"A good rule is that the salesperson should talk 30 per cent of the
time and listen 70 per cent of the time. That's because the most
important information about your product or service is between the
prospect's two ears," Mr Marr explained.
He wrote for AnnArbor.com that sales training should place less
focus on the product and instead assign prority to obtaining
information about the potential client during a pitch.
Inside Retailing's 'Retail Doctor' recently recommended sales
training as a positive investment option for companies looking to
make the most of the festive season.
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