Imagine that your sales territory was the family business; that you have been entrusted with the work your father and grandfather had done to build the business, and you are expected to pass it on to your children. Suppose then that in order for you to visit a customer, once you have bought the tools […]
This week, I spoke about the importance of creating a Touch System to win time with key customers. Here’s a few other thoughts on the subject in this short video.
Whilst identifying the right person to see within the myriad of possible stakeholders you might come across on a daily basis is a difficult enough challenge in itself, getting face-time with that key decision maker is another challenge all together. In fact, one of the most common questions we receive is, ‘how can you increase […]
Did you ever call a customer service centre, only to be met with what sounded like an automaton, reciting the words of a script verbatim? Or ask a question of a telesales person which wasn’t in their manual, only to hear them frantically rustling around while you’re left waiting? Ever ask someone for help to […]
Ten years ago, asking a customer (or potential customer) the question, ‘what’s important to you?’, was perhaps the most commonly taught and often used question of the sales professional. The origin and reason for that question was in the possible link that could be made between the unique features and benefits of the product (or […]