Clients and buyers have little tolerance explaining their business to a sales person. Consumers have gotten used to the idea that sellers already know what they want and need before they do. So there is a huge disconnect when a salesperson shows up and says, “Tell me about your business”. Do your homework Salespeople.

Professional sales has been concentrating on this skill since the 80’s. Today, the client's expectation is that every call is crisp, compelling and concise. Every interaction has to be worth the time.

This includes:

• Active listening

• Advanced questioning

• Negotiating

• Virtual presentations

• Storytelling

• Business case/ROI analysis

• Providing perspectives on social selling techniques

It is not enough to sell a company a product. There is an expectation for the seller to have a continued interest in the product's success. Many buyers perceive that salespeople are too focussed on the actual sale and have no commitment to what happens afterwards. Account management is an area where companies can make huge gains if buyer’s expectations are met or surpassed.