make the time spent with customers count

Make the Time Spent with Customers Count The shrinking attention span of the modern customer The average attention span of a human being has dropped from 12 seconds in 2000 to 8 seconds in 2013 1 . This is one second less than the attention span of a goldfish. We clearly understand our customer’s issue before we propose a solution. Invest in the Prep Work The most productive sales calls are those in which you use a structured approach to gather critical information, uncover customer needs, and identify ways to help the customer. Careful preparation helps you to keep your conversation on track, promotes a more productive discussion, and improves your chances of meeting your call objectives. SECONDS 9 SECONDS 8 SECONDS 12 HUMAN 2000 HUMAN 2013 GOLD FISH Get the Lowdown: What’s Driving the Demand? Make sure you come away from every sales call with not only an understanding of the customer’s needs, but what’s driving the demand and why. Only when you understand the need behind the need can you offer a solution that fully addresses all facets of the customer’s needs. To understand exactly how your products and services will address your customer’s business issue, you’ll need to ask targeted and thoughtful open-ended questions during the sales call. This is where pre-call planning pays off. Make These Your Top 3 Top 3-rated activities that sales professionals say are most critical to their success when presenting solutions 3 : Offer best-fit solutions to meet the unique needs of the customer. Clearly explain the links between solutions, benefits, and customer needs. Offer unique ideas and insights that prospects have not considered before. Understanding the customer’s issues enables the sales professional to win the business by connecting how the customer will realize success, as they define it, using the proposed solution. Take a page from World-Class Sales Performers WORLD-CLASS % 86 ALL % 51 mhiglobal.com/pss 1 Source: http://www.statisticbrain.com/attention-span-statistics/ 2 Source: 2015 MHI Sales Best Practices Study 3 Source: MHI Global. A Survey of Sales Effectiveness: Global Research on What Drives Sales Success. “If I had six hours to chop down a tree, I'd spend the ﬁrst four sharpening the axe.” ~ Abraham Lincoln © 2015 MHI Global, Inc. All Rights Reserved. PRESENTED BY

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Make the Time Spentwith Customers Count

The shrinking attention span of the modern customerThe average attention span of a human being has dropped from12 seconds in 2000 to 8 seconds in 20131. This is one second less than the attention span of a goldfish.

We clearly understand our customer’s issue before we propose a solution.

Invest in the Prep WorkThe most productive sales calls are those in which you use a structured approach to gather critical information, uncover customer needs, and identify ways to help the customer.Careful preparation helps you to keep your conversation on track, promotes a more productive discussion, and improves your chances of meeting your call objectives.

SECONDS9

SECONDS8

SECONDS12

HUMAN2000

HUMAN2013

GOLDFISH

Get the Lowdown: What’s Driving the Demand?Make sure you come away from every sales call with not only an understanding of the customer’s needs, but what’s driving the demand and why. Only when you understand the need behind the need can you offer a solution that fully addresses all facets of the customer’s needs.To understand exactly how your products and services will address your customer’s business issue, you’ll need to ask targeted and thoughtful open-ended questions during the sales call. This is where pre-call planning pays off.

Make These Your Top 3Top 3-rated activities that sales professionals say are most critical to their success

when presenting solutions3:

Offer best-fit solutions to meet the unique

needs of the customer.

Clearly explain the links between solutions, benefits,

and customer needs.

Offer unique ideas and insights that prospects have

not considered before.

Understanding the customer’s issues enables the sales professional to win the business by connecting how the customer will realize success, as they define it,

using the proposed solution.

Take a page from World-Class Sales Performers

WORLD-CLASS

%86ALL

%51

mhiglobal.com/pss

1Source: http://www.statisticbrain.com/attention-span-statistics/ 2Source: 2015 MHI Sales Best Practices Study 3Source: MHI Global. A Survey of Sales Effectiveness: Global Research on What Drives Sales Success.

“If I had six hours to chop down a tree, I'd spend the first four sharpening

the axe.”

~ Abraham Lincoln

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