Customers See What They’re Ready To See
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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...
VISABILITY: Being seen in the right way by the right people at the right time. (The ability to create sales visibility with customers)...
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:...
Imagine scheduling a first meeting with a Fortune 100, Senior Vice President. A key decision maker in a huge project you're competing for. Imagine that you both have clear agendas and are extremely excited to meet each other. Imagine two minutes into the meeting, you learn that he thought you were there to fix something you couldn't even work let alone fix and he has no clue what you're talking about. Would it surprise you to learn that these two people ended up having a great relationship and the sales person won the deal?...
