Sales require constant communication.
You’re either writing an email, crafting a proposal or sales presentation, gathering information over the phone, asking questions during a meeting, listening to a client’s feedback, and the list goes on.
Salespeople have to be expert communicators. This is especially true since the buying process has changed. Buyers are more informed, which gives them more power.
In fact, according to an Accenture study, 94% of B2B buyers say they actually conduct online research before making a buying decision.
And guess what? A report from Forrester stated that 59% of buyers prefer to do research online instead of consulting a sales professional because they believe that salespeople are likely to push their agenda rather than focusing on solving the problem.
This has forced sales teams to try new strategies to prospect and build relationships. That means sellers not only have to master their professional communication skills in a credibility-building way…
View original post 3,406 more words
