Sales training should teach employees to listen to customers' needs to become better marketers, according to one expert in the field. 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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