Expert answer / 09
Why don't our salespeople understand our customers?
Short answer
Salespeople understand customers better when they ask, listen and confirm before recommending a solution.
More detail
Questions behind the answer
Whatis happening
What does a good first sales call sound like?
A good first call sounds like a curious conversation: the salesperson asks clear questions, listens closely and checks they understood before suggesting a solution.
Whyit happens
Why do salespeople pitch too early?
Salespeople may pitch too early because they feel pressure to demonstrate value, follow a script or assume the product is the answer before learning the situation.
Howto fix it
How do we ask customers better questions?
- Prepare by learning the customer's business and likely context.
- Ask open questions, then follow the detail with relevant prompts.
- Summarise the need and ask the customer to correct or confirm it.
Sources: The Ultimate Discovery Call Checklist - Gong