Why Sales Reps Fumble

Entrepreneur has assembled the traits of top sales representatives.

The focus on the customer's needs is frequently cited in similar lists, but the article notes that many sales reps fail to do the obvious.

Let's consider why. Which of the following could cause an intelligent sales rep to sidestep focusing on the customer's needs?

1. Sales management and commission structures emphasize actual sales, not relationship-building.
2. Sales reps receive more training in sales than in building relationships.
3. Sales reps have personalities that are more results-oriented than process-oriented.
4. Prospects are skeptical of relationship-builders.
5. Prospects are pressed for time and resist the old leisurely chats with sales reps.
6. Organizations are changing so frequently that the prospect is not sure of what is needed.
7. Needs are logical and sales are emotional.
8. Other?