 Posted: Wed 12:51, 11 May 2011 Post subject: Jordan 13 Sales Peoples' Biggest Weakness – |
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? Didn't have all the right stuff -- I'll bet you did, but you didn't know how to present it because either you didn’t dig deep enough with the leader or the subordinate didn't want you to win. ? Didn't know the deciding factors -- top people will tell you what it will take to win their vote Believe what you will, the leaders decide what will be purchased and from whom. When (1) major sales are made; (2) a vendor is preferred or gets a major chunk of the business; or (3) a contractor wins a tough competitive deal -- the one that had an "in",Jordan 13, or got to the leadere, or had connections, was the one that usually won. Salespeople know how to prospect -- although they hate to. Salespeople can certainly present -- and they love to. They know they should ask questions -- although most don't and the ones that do ask self-serving ones. Salespeople can close -- even though they usually let the customers do it for them. But there is one thing salespeople do not do -- selling at the C-Level or to the profit center leaders. ? Someone knew someone -- yeah -- that's how it works. But in all fairness, that salesperson had to dig out with that someone what he or she wanted,Air Jordan 13 Links Of London Charms create a strong sense of the company in goo, and then show that s/he could deliver it better than alternatives. Most salespeople don’t on a steady basis get in front of the C-Level or top decision-makers, and those that do are very weak at engaging these leaders in meaningful discussions about the purpose of their purchases -- although they'd argue they do. Here are 4 typical excuses used when deals are lost -- price; someone knew someone; we didn't have all the right stuff; they didn't tell us that was the deciding criteria. If the salespeople had engaged the top people, they would have been able to handle all these excuses. Many salespeople will say,Air Jordan 13 Tips For A Smart Relationship - A way to Have a Fuller, Richer and, if asked, “(1) It’s not necessary because the C-levels and top people don't get involved with their type of sale: or (2) They do get to the top, but it doesn't make a difference: or (3) These C-levels and top people are just a rubber stamps.” ? Price -- could have been discussed in many ways. Senior-level people choose price only if everything else appears the same. |
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