Many companies often employ other methods such as advertising and direct mail to generate interest. The responses are then passed on to the sales person for follow-up. It is a role that is often overlooked or not completely understood by most sales people. Yet perceptions and expectations, have one of the greatest impact on sales success. Sales people often have the tendency to become internally focused.
Customers have a very different focus.
Customers concentrate on obtaining a solution that delivers value for either themselves or their company. They are buying solutions that increase production, decrease costs and increase profits. In a rapid paced, technological world, they are making more decisions that have larger impacts, more frequently on their businesses. They have little patience for time wasting, playing sales games or falling prey to employed gimmicks to get their business. Sales people must deal with hundreds of problems day in and day out.