The Sales Challenge You Won’t Admit to Having

Ask a sales rep, “Why aren’t you selling more?” and you will hear a number of answers:

• "No one returns my calls."
• "I can’t find the hybrid worker."
• "They’re happy with their current vendor."

But there’s one topic no one ever brings up, even though it’s clearly present. Imagine my surprise when a Sales Vault workshop on this “silent” challenge drew an overwhelming crowd.

The topic? Building communication skills.

Wait — communication?

Didn’t we all learn to read, write, and speak years ago? Why is this such a hot-button issue?

Turns out, salespeople are struggling with both what to say and how to say it. Should they call, text, email, or message on LinkedIn? What resonates with today’s buyers? The advice shared in the workshop was diverse — and sometimes contradictory:

• "Don’t bother leaving a voicemail for Gen Z."
• "No, leave one. It can’t hurt."
• "Text prospects carefully, if at all."
• "Earn the right to text after leaving a few messages."
• "Send something in the mail — but don’t expect it to get there."
• "Handwritten notes still make an impact."

Clearly, there’s no one-size-fits-all approach. Communication in sales feels like the Wild West, with little agreement on what works.

What’s okay to do and what’s not? That’s not for a 250 word blog to decide. What I can tell you is, regardless of whether you get the communication right or not, do ANY prospecting activity with diligence and it will succeed.

Diligence is omnipotent!

Want to grow your sales? Join the #1 sales community in all of graphic arts, The Sales Vault. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036