The more I work with sales reps, the more I realize two things: 1) Sales reps really don’t dig into the “Why” of their customer’s business. Few ask the questions to their customers “Why are they in business?” Few sales reps try to understand their customer’s true vision, the mission and values that drive the …
Good article by Rain Selling on getting to the executive suite. The key point is once you get there, you need to be able to speak their language and have knowledge of their business issues and industry issues. https://lnkd.in/exqMw2W
Top 10 Characteristics of Top Performing Sales People – Excerpts from Coaching Sales People Into Sales Champions by Keith Rosen Are constantly learning and investing in themselves Are masterful communicators Are creative – able to create new solutions and possibilities Develop a positive and healthy attitude Are passionate about what they do and deliver unconditional …
Do you know why your customers buy your products? It is not because of the features and benefits that you offer. Companies buy for 3 reasons: 1) to grow or protect revenue 2) to reduce or control expenses and 3) to reduce risk – risk related to their people, company stability, financial, market share, reputation/brand, …
I recently read Resolved by Orrin Woodward. It is a book on 13 resolutions for life. In chapter 2 Woodward talks about Integrity and character. Integrity is acting on what is right without expecting anything in return. According to Webster, Integrity is a firm adherence to a code of especially moral or artistic values : …
By opening a meeting with asking the prospect what they want to accomplish or how will they define success for this meeting, totally changes the discussion. The sales rep immediately begins with what is important to the prospect or client, truly being customer aligned. And when the prospect tells the rep what is important to …
