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3 Ways to Beef Up Sales...Immediately
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Manage episode 36982287 series 29666
Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle.
Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.
46 episod
3 Ways to Beef Up Sales...Immediately
Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting
Siri yang diarkibkan ("Suapan tidak aktif" status)
When? This feed was archived on June 27, 2023 16:27 (). Last successful fetch was on October 14, 2022 02:03 ()
Why? Suapan tidak aktif status. Pelayan kami tidak dapat untuk mendapatkan kembali suapan podcast yang sah untuk tempoh yang didapati.
What now? You might be able to find a more up-to-date version using the search function. This series will no longer be checked for updates. If you believe this to be in error, please check if the publisher's feed link below is valid and contact support to request the feed be restored or if you have any other concerns about this.
Manage episode 36982287 series 29666
Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle.
Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.
46 episod
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