The Two Most Neglected Selling Elements
Here are two key tasks that are often overlooked, forgotten or not practiced when it comes to generating fast and easy sales.
- Getting to top executives after sales are made to learn what it will take to make this person see you the sales person as a valuable resource to himself and his company.
- Becoming associated with the solution rather than the problem. You the sales person must connect with the profit center leader and his staff after the benefits of the sale have been felt. They must realize your efforts made those benefits happen. Otherwise, they think their subordinate was responsible or it was a simple task that any of your competitors could do. If you only get to the executive suite when there are problems, you’ll be associated with problems. And who wants to do more business with those thought of as problems.
- Becoming associated with the solution rather than the problem. You the sales person must connect with the profit center leader and his staff after the benefits of the sale have been felt. They must realize your efforts made those benefits happen. Otherwise, they think their subordinate was responsible or it was a simple task that any of your competitors could do. If you only get to the executive suite when there are problems, you’ll be associated with problems. And who wants to do more business with those thought of as problems.
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Well done. I enjoyed the article.
You must call on the "C" Level.
Why take "NO" from someone that can't say "YES"!
Thanks,
Nick
Posted by: Nick Moreno | September 28, 2008 at 02:29 PM