Over the course of a year I talk with thousands of complaining sales people. Some complain about getting to the right people. Others complain about making pitches that stick; others about competition; some about the support they get from their company, etc. etc.
When I suggest what they should do, they either say they already know that and/or they're already doing that. However, as I delve deeper, or ask them to role-play with me, it becomes obvious to both of us that there is a big difference between my suggestion and what they're doing. I call this a subtlety so as not to bruise egos. I also call it a subtlety because just a few words rephrased, or a few steps rearranged can make huge differences.
Here are some example to show what I mean. See C- Level Selling -- Subtleties Make Big Differences in Selling
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