Buying is a Team Sport: Sell to these 5 People
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An important ability within The Five Abilities® is VISABILITY—the critical ABILITY in prospecting. Being seen in the right way, by the right people, at the right time. Often overlooked is the reality that this troika rarely happens all at once....
Too many salespeople have a habit that I call over-pitching and under-relating. I’ve seen such behavior first hand and I can tell you the outcome: the customer runs as fast as he or she can to get away from such people....
Many industries have a notable summer slowdown....
Making B2B sales can be challenging because you’re not just selling to one person, you’re selling to several people – and all of them must be convinced that you have the right product and the right value....
