Some salespeople still open the first meeting with a prospective client by sharing their company’s history as a way of establishing the right to be in the room with a decision-maker. They’ll also share the company’s locations and the names…Continue Reading
Tag: situational knowledge
My first job in sales was cold calling for a national charity when I was fifteen years old. When I was eighteen, I joined my family's business and was required to sell B2B with no training, and with hair past my shoulders. After I moved to Los…Continue Reading
You have tremendous business acumen and situational knowledge. You understand your client's business well enough, and you know where your business and theirs intersect exceptionally well. You were able to capture their mindshare by sharing with…Continue Reading
The vignette that follows is true. Only the names of been changed to protect the guilty.
The CEO was on the telephone. He said, “I need to speak with someone who knows more than you.” The salesperson on the other end of the phone responded,…Continue Reading