Strategic Planning for Sales People
In our fast-paced 21st Century economy, field sales people must make effective use of their time, And that means
disciplined strategic planning for sales people.
“Ready, shoot, aim.” Unfortunately, that’s the all too common description of the field sales person’s modus operandi. In a misguided attempt to stay busy and see as many people as possible, too many sales people subscribe to the theory that any activity
is good activity.
There was a time when this was true. Customers had more time, sales was a simpler job...[read
more]
Q & A for Sales People: Happy with the Current Vendor
“Happy with the current vendor” is the catch-all
phrase that prospects can use to signify a number of different positions. Here’s how to deal with it.
Question: How do you make in-roads with a prospect who is happy with another supplier, who is providing a similar product at a lower price? Product is lower quality, but perceived as the same.
Answer: Sounds like a tough nut to crack. Let’s think about this together. The first question I have is this: Is the potential of the account worth the large expenditure of time and effort...[read more]
