The customer gave all our information to the current supplier and they matched it. Is it ok to go above the
buyer’s head?
Instead, do this. Work on changing two of the four factors. If you have a prospect account, with an established vendor, never present a “big deal” on something the established vendor can match. You will invariably lose. Instead,
find some small, inconspicuous piece of business that no one cares about, and make a great proposal on that. Pick off a couple small pieces of business to give yourself visibility and history in the account. Leverage that visibility and relationship to the point that a year or two from now you will no longer be seen as the “high risk” choice.... [read more]
Sales Leader’s Q&A:
Should I hire a
technical person, or a sales person?
Sales is a more difficult job than engineering, technical repair, or any of the other highly technical professions. Technicians invariably work with things, and things have reliable and known characteristics. Sales people, on
the other hand, invariably work with people. And each individual person is an ultimately unknowable combination of thoughts, feelings, values, goals and beliefs – incredibly complex. Now add together a group of people in the context of a business, and you have a very difficult and complex situation, full of unknowable variables.... [read more]
Making Service More Tangible Go visit some good customers. Go alone, without sales people or anyone else, and ask your good customers what they want in service, and how they would define “better service.” Then ask them to rate your company on their criteria, not yours. That exercise will
be very revealing... [read more]
Are your sales people perfect?
If they think they know it all...
Then they probably won’t learn a thing from someone older,
wiser, and far more experienced then they.
Everyone can springboard off a live session with Dave Kahle -
into career-changing improvement.
Hire Dave to speak to your group.
On the nagging thought that there might be a whole lot more spiritual potential to your business and
your career... Business is far more important to God and to the Kingdom that almost anyone in our contemporary society have realized. Unfortunately, the common idea that business is where we make our money and church is where we do our ministry is 180 degrees different than the picture of businesses in the Bible. Business is ministry, and the Bible clearly teaches that businesses have far more potential than just making money.... [read more]
Listen to Dave's Complimentary Podcast!
Best Practices for Effective B2B Sales -
How Do the Best Do what the Best Do:
The Best Sales People annually Create a Written set
of Goals
for Personal, Financial, & Sales Success
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