Selling Challenges in Today's Market
Each year consumer needs, behaviors and expectations change, which, in return should reflect your selling strategy. Are you experiencing some frustration adjusting to the new market? You’re not alone.
Here’s what we can learn from the 2017 Richardson ‘Understanding Selling Challenges’ report:
“There has never been a better time to understand, challenge, and change how sales are made. With unprecedented access to mobile and digital technologies, sellers can understand their buyers better than ever before, creating new opportunities to build lasting engagements in today’s hyperconnected world”
– Richardson Sales Expert
Top Prospecting Challenges
Creating a targeted prospecting strategy
Quality of leads from marketing
Gaining appointments
Top Negotiation Challenges
Gaining higher prices
Closing win-win deals
Maintaining profitability
Top Closing Challenges
Competing against a low-cost provider
Positioning competition value propositions
Creating a compelling case for change to avoid a “no-decision’
Top Challenges Facing Buyers
Combating the status quo
Comparing their options
Building internal consensus
Top Productivity Challenges
Spending too much time on administrative or non-selling activities
Finding the right marketing assets to support your selling efforts
Balancing time spent with your prospects and clients due to a large territory
Suggested Read: ‘Install A Proactive, Managed Culture Within Your Dealership’ read now
