What is the significance of top performers making more conversation switches on calls and presentations?
Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations
According to a recent study, top-performing sales representatives tend to make more conversation switches during their calls and presentations than their average-performing counterparts. The study found that top performers make 54% more conversation switches on calls and 78% more conversation switches in presentations.
What are conversation switches? A conversation switch is defined as a change in topic during a call or presentation. The study analyzed thousands of sales calls and presentations and found that top performers tend to switch between topics more frequently than average performers.
The study also found that top performers tend to have longer discovery calls and presentation meetings. Top performers’ discovery calls are 76% longer than those of average performers, and their presentation meetings are 55% longer.
Why do top performers make more conversation switches and have longer meetings? It could be because they are better at building rapport with their prospects and customers. By switching topics and engaging in longer conversations, top performers are able to uncover more information about their prospects’ needs and pain points. This information can then be used to tailor their sales pitch and ultimately close more deals.
Another reason could be that top performers are simply more skilled at managing their time during calls and presentations. They know when to switch topics and when to delve deeper into a particular topic. They also know how to keep the conversation flowing without getting sidetracked or losing the interest of their prospects and customers.
So, what can sales reps learn from these statistics? First, they should focus on building rapport with their prospects and customers by engaging in longer conversations and making more conversation switches. They should also work on managing their time more effectively during calls and presentations.
As sales professionals, it’s important to pay attention to the techniques and strategies that top performers are using to close deals. By studying and adopting these methods, we can improve our own performance and increase our chances of success. So if you want to take your sales game to the next level, start analyzing what the top performers are doing and incorporate those techniques into your own sales approach.
More 2022 Stats
In a recent McKinsey study, 61% of survey respondents said that, before the pandemic, they primarily sold their business’ products through traditional in-person sales — that number has since fallen to 29%.