Super productive sellers do one thing differently from the rest of us, and we don’t even have a clue what it is.
In today’s video, you’ll find out what they’re doing. I guarantee you’ll be delightfully surprised.
It’s clear that the buying process is fundamentally changing. Both business buyers (B2B) and consumers (B2C) are increasingly using online means to assist in the buying process; using search engines to find potential providers, doing research on websites, subscribing to e-newsletters, engaging in social media conversations, etc.
There are many uncomfortable questions that we need to ask as consultative salespeople. The greatest value of these questions is to:
Help you qualify your audience and opportunity. I.e. is this an immediate opportunity, future opportunity or not a good fit?
The greatest advantage of teamwork is that it achieves what individuals can’t, through the medium of simple cooperation. Making personal goals secondary to group goals may seem difficult, but it pays off for everyone in the end. Instilling effective teamwork as one of your team’s core values will make the team:
Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people have their own kryptonite called RFPs, the dreaded Request for Proposal. An RFP process doesn’t have to be kryptonite. Superman has no choice but to fight this nemesis to survive.
Want to hear a scary story? Here goes…
You need to send an email campaign to a specific target market. So you decide to work with a business list company with a sizable database of contacts you want to reach. That company claims to stringently follow the rules of CASL. You believe them. And therefore you have them send out your emails.