Great Sales Statistics From the Sales Training Podcast.
According to a North American study, here are some of the reasons given for not dealing with a salesperson:
• Not following the company’s buying process (26%) • Not listening to customer’s needs (18%) • Not following up (17%) • Being pushy, aggressive or not respectful (12%) • Not explaining the solution objectively (10%) • Making exaggerated or inaccurate claims (6%) • Not understanding the company’s market (4%) • Being too familiar (3%) • Not knowing or not respecting the competition (2%)
Harvard Business Review, July/August, 2006
Shane Gibson who does sales training Canada wide and in USA, South Africa, and South America often cites this study when he disputes authors who claim to have the process for selling. Shane’s comment is that the ideal sales process is the one the buyer follows.