You have a specific experience. Let's assume it is a negative experience. You have to communicate this experience, so you create or find a concept to allow you to explain it to someone else, while trying to make sense of it yourself. Here is an…Continue Reading
Tag: consultative sales
Recently, a post on LinkedIn proposed a scenario, with the author soliciting opinions as to how one would solve the challenge. The situation is pretty simple, and here is a summation: The salesperson works on a deal for months, and the client…Continue Reading
Why would you call on a prospective client to sell your products or services if you didn’t have a relatively well-formed theory about the problems and challenges they are almost certain to be experiencing?
How could you not know the primary…Continue Reading
Your craft is one that is difficult to master. It requires that you develop certain character traits and a complex array of skills. Your job title suggests you are a salesperson, but there are more people with the title than there are people who…Continue Reading
The first rejection of your request for time occurs when you call your dream client to ask them for a meeting. The denial of your request is the result of offering too little value for the time you are requesting (if what you offered was valuable…Continue Reading
When you start in sales, you need deals. One deal is as good as another deal, a perspective that is helpful because you cannot learn to sell without actually selling. As you progress in gaining sales acumen, you also acquire the business acumen…Continue Reading