17% of salespeople think they’re pushy compared with 50% of prospects Recent research found that just 17% of salespeople consider themselves to be pushy. By contrast, 50% of prospects think salespeople are pushy. This suggests a distinct lack of empathy on the part of salespeople. Maximising the average sale per customer is difficult in the absence of […]

17% of salespeople think they’re pushy compared with 50% of prospects Recent research found that just 17% of salespeople consider themselves to be pushy. By contrast, 50% of prospects think salespeople are pushy. This suggests a distinct lack of empathy on the part of salespeople. Maximising the average sale per customer is difficult in the absence of empathy.Maximising profitability requires maximisation of the average sale per customer.  Central to maximising the average sale per customer is empathising with the customer.Another survey found that only 13% of customers believed that sales staff understood their needs. If salespeople don’t truly understand customer needs, how can they maximise the average sales?Enquiries are expensive to secure. Conversion is not inexpensive to secure. Maximising the average sale per customer makes sense, and this requires the following: Sales staff with the ability to understand customer needs and tailor the sales process accordingly Sales staff with the capacity to…