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Effective Executive Conversations
Executives (actually, most professional managers and buyers) don't have the time or patience to listen to mundane product sales pitches by salespeople who are not sensitive to the pressures and motivations of their world.
What's a salesperson to do? There's actually a proven conversation process which can be taught, practiced and effectively learned. It is powerful and nuanced blend of art and science involving 5 steps in a sales conversation that can last 10 to 20 minutes:
The marketplace demands best-practices for survival. Can your team consistently conduct a consultative executive conversation?
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Rule #27 - Live to Sell Another Day ...In all cases you should be positive and tactful. After all, not everyone buys. There are lots of other fish out there, and perhaps the situation may change someday for your non-interested prospect. As I always say: "Live to sell another day." ...Manage yourself. Be crisp, clear and respectful. Ask natural exploratory questions and respond as your natural inclinations take you. Your confidence will shine through. There will be no pressure or angst on either end of the phone. You have a product to sell; you are simply giving people a fair chance to respond to it and letting the chips fall as they may... Are you effectively managing the conversation? ![]()
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Multiple Sales Job Offers for Young College Grad He hustled up all opportunities on his own except two. I only coached him on sales interviewing, personal messaging, executive whiteboarding and sales professionalism. (I made him read my book too!) I was very impressed with the interviewing processes of these firms, particularly Cisco and EMC. After his graduation in June, Jason married his high school sweetheart on July 10, and will start with Cisco in Raleigh, NC on August 1. Fast start to a young sales career. ![]()
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2 Rules for Understanding Your Customers
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