The best time to sell is when customers are not buying – Three focus areas
Even though customers are not always buying, we always have to be selling. This is fact whether we have “sales” in our title or not....
Even though customers are not always buying, we always have to be selling. This is fact whether we have “sales” in our title or not....
VISABILITY – Being seen in the right way, by the right people, at the right time CREDABILITY – Showing current, applicable knowledge and experience...
When selling into enterprises we have to convince multiple people to come to our camp. We need internal allies who are selling for us even after we have left the building. ...
I’ve heard and have even been trained on surface indicators that we sales managers are supposed to watch for, to know if our sales people need help. Some of the most popular “text book” observations are:...
As i've said in earlier writings, it's important to prepare for all kinds of chance customer exchanges. It starts with being clear on the most important value propositions you have to deliver to your customers. Building the 30-Second Exchange, as I did before meeting with Michael Dell, forces you to become very crisp on your most important value propositions. From there you can build 3-Minute and 30-Minute Exchanges that prepare you for any impromptu interaction with prospective or existing customers....
