6 [Counterintuitive] Sales Tips from Our New Sales Statistics

KEY MOMENTS:
0:38 1. Create more back and forth.
2:05 2. Make your sales meetings longer.
3:20 3. Get them talking a lot.
5:13 4. Slow things down.
7:05 5. Ask more questions, get more questions
9:07 6. No more features!

1. Create more back-and-forth.

One of the most powerful insights we determined from our new sales statistics is that top performers are making 54% more conversation switches on calls, and 78% more conversation switches in presentations. So, on average, top performers have significantly more back-and-forth across all calls. This means that they avoid long monologues on either side of the conversation. I talk, you talk. I talk, you talk.

2. Make your sales meetings longer.

Another important insight from our new sales statistics is that top performers’ discovery calls are 76% longer than those of average performers, and their presentation meetings are 55% longer. That’s a huge difference on both counts. This means that top performers are scheduling meetings that are almost twice as long as those of the average rep.

3. Get them talking—a lot.

When we analyzed our latest sales statistics, we were at first surprised to learn that top performers don't necessarily talk less than average and bottom-performing reps who use a consultative approach. But here’s the kicker: Our research clearly showed that, although they’re not talking much less, top performers are still getting prospects to talk way more. How? Because they’re creating so much more back-and-forth.

4. Slow things down.

Another fascinating insight from our new sales statistics: Top performers speak more slowly than everyone else. In fact, our research shows that top performers speak at an average of about 171 words per minute, while the rest of the team speaks at around 182 words per minute. While that’s only about a 6.5% difference, it’s an obvious, audible difference in talking pace during conversation.

5. Ask more questions, get more questions.

This next insight from our new sales statistics was really mind-blowing. We learned that top performers are both asking and receiving far more questions. In discovery conversations, top performers are asking about 40% more questions in discovery. At the same time, in presentation meetings, top performers are asking about 30% more questions during their actual presentations. That's pretty amazing. But just as interesting is the fact that we also see top performers receiving far more questions from prospects. In fact, top performers are receiving 40% more questions during discovery, and during presentations, top performers are receiving 43% more questions. This is an enormous difference.

6. No more features.

Our sales statistics were crystal clear about the fact that top performers discuss product features far, far less than average and bottom performers do. In discovery calls, product features come up about half as often in high-performing salespeople's conversations than in average and bottom-performing salespeople's conversations.

At the same time, during the presentation, product features come up 63% less in top performers’ conversations than in everyone else’s. This is such an important distinction because it proves that salespeople must move away from focusing on the features of their product or service.

The reality is, your prospects don’t care about your product or service. They only care about whether you have a solution to their problems. That’s why top performers focus on the features of what they're selling so much less than everyone else.

[sinisajovanovic]

I am 15 years in sales, heard many sales "gurus"and most of them waste of time, but this man gives really good, realistic advices👍

[RobertCid]

This is excellent Marc! Personally, I like point 4 to slow things down the most. I tend to speak quickly in selling situations and need to remind myself to slow it down. Thanks for the helpful insight.

[chris.marshment]

Really interesting analytics. I wonder whether more back and forth and the improved ratio of speaking and the slower pace of speaking are all related. ie. thoughtful discovery question techniques are resulting in the back and forth and causing the prospect to think pause and give slower more detailed and deliberate responses 🤔

[shailv]

Any swipe file for back and forth in communication?

[carltonblack]

I just assumed this was all common sense... now research how many appointments we (Top Performers) actually reject. I ask direct questions in the discovery call and then politely refuse the appointment if I do see a win in the future.

[LuidaeLawless]

I do find that mid performers are too quick to try and toss a quick scripted rebuttal to objections, which relates to slowing it down and creating a better back and forth. Nobody is going to end an appointment because you took 5 seconds to think of a articulated response.

You’re not gonna lose your credibility, or the sale. Calm down.

[ApocalypseIsNow]

Heaven forbid a customer wants to ask questions about a service or product before they buy it. Another snake oil salesman😂

[OGmediahub]

You are stating general, statistical tips:
Bluh bluh bluh.
We heard all of that million times.
Main question: where and how to find new clients - this is a billion dollar question and will always be !

[georges]

Please keep it up!!! This content desperately needs 'promo sm'!