What is the significance of top performers making more conversation switches on calls and presentations?
171 Words per Minute: The Surprising Speech Speed of Top Performers, Who Speak 6% Slower Than Their Peers
According to recent research, top sales performers are proving that sometimes slow and steady wins the race. While some might assume that successful sales calls are all about speed, the data shows that taking a more measured approach can actually lead to better results.
One key factor that sets top performers apart is their speaking pace. The research found that while the rest of the team speaks at an average of around 182 words per minute, top performers take a more deliberate approach and speak at an average of about 171 words per minute. This slower pace allows them to better connect with prospects and engage in more meaningful conversations.
In addition to their pace, top performers also stand out for the amount of time they spend in discovery and presentation meetings. These sales calls are crucial for building relationships and closing deals, and top performers know that taking the time to truly understand a prospect’s needs can make all the difference. In fact, their discovery calls are 76% longer than those of average performers, and their presentation meetings are 55% longer.
But it’s not just about time – top performers also know how to make the most of every moment. They make 54% more conversation switches on calls and 78% more conversation switches in presentations, showing their ability to actively listen and respond to the needs of the prospect.
While it might seem counterintuitive, taking a slower and more deliberate approach can lead to better results in sales. By focusing on building relationships and truly understanding the needs of prospects, top performers are setting themselves up for long-term success.
So if you’re looking to improve your sales performance, take a cue from the top performers and slow down. By taking the time to truly listen and connect with prospects, you just might find that you’re able to close more deals and build more meaningful relationships in the process.
More 2022 Stats
B2B buyers are 57%-70% through buying research before contacting sales.
47% of Sales Professionals Don’t Cite Selling as Their Main Activity
60% of customers say no four times before saying yes.
Customer referrals account for 54% of all B2B leads.
8% of salespeople say that their sales teams generate high-quality leads
43% of sales professionals say email is the most effective channel for selling.
67% of customers prefer self-service over speaking to a company representative
40% of sales reps still use tools like Outlook or Excel to store customer and lead data
More Remote B2B Sales Stats
Research from Bain and Company shows that 92% of B2B buyers prefer virtual sales interactions.
Given the pandemic, almost 90% of B2B sales now happen digitally.
Customer referrals account for 54% of all B2B leads.
Writing your subject line entirely in upper case significantly reduces response rates by 30%
49% of teams are using video as part of their sales process.
According to a research conducted by Salesforce, 61% of sellers say it’s harder to sell virtually.
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