Why don't managers sell but consult?

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Sales managers often limit themselves to consultation rather than selling a ready-made solution to the client. The main reasons are:

Lack of a clear script . In the absence of structured scripts and clear instructions, managers do not always understand what exactly should be offered to the client.
Poor lead qualification . Without proper qualification, the manager does not always understand the client's needs and cannot offer a suitable product.
Unpreparedness to work with objections . When objections arise from the client, managers often switch to a consultative approach without completing the deal.
Desire to please . Managers are sometimes afraid to brazil mobile database be persistent for fear of losing the client. This prevents them from concentrating on closing the deal.
The result of this approach is lost leads and lost profits.

Traditional methods of monitoring the work of managers
Companies use a number of control methods to improve the quality of sales managers' work. These include:

Listening to calls . Managers listen to recordings of conversations in order to assess the quality of work with the client and check the execution of scripts.
Report analysis . Periodic review of managers' reports on closed deals, sales stages and lead processing.
Questionnaires and customer surveys . After interacting with clients, companies sometimes conduct surveys to obtain feedback on the manager's performance.