How does a sales manager teach intent? It’s by far the most difficult sales knowledge for a sales manager to impart to their team.
What makes teaching intent so difficult? It’s not a verbal skill and can’t be practiced; it’s inside the salesperson and begins with good character and good will.
A salesperson who enters a sales call with a sincere desire to understand the prospect’s business and challenges will close more sales than the articulate, polished, lower-priced competitor.
Human beings are wired to sense dishonesty and lack of authenticity. Likewise, they can spot a person who is genuine and desires to do the right thing. Who would you rather do business with?
So how do you teach your sales team to approach every sales opportunity with the right intent? Here Colleen Stanley shares three questions to ask that will help.