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Steve Anderson,Dave Stein

Beyond the Sales Process

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  • Carlos Martinez Ruizhas quoted6 years ago
    But if you’re working with a new customer, you probably don’t have the credibility that experience and history can provide, so you have to take a different approach. This is where your research and diligence can be particularly valuable, because it gives you the credibility to say, “I’ve done some research, I’ve learned a few things about your business, and I would like to have a conversation with you about it.”
  • Carlos Martinez Ruizhas quoted6 years ago
    I’ve done some research, I’ve learned a few things about your business, and I would like to have a conversation with you about it
  • Carlos Martinez Ruizhas quoted6 years ago
    Whether it’s an existing relationship or a potential new one, you have a far better chance of speaking with your customer if they feel that they have something to gain by investing their most valuable asset—their time—with you
  • Carlos Martinez Ruizhas quoted6 years ago
    asking the right questions, you elevated the dialogue and learned how your customer defines success. You did your research, explored possibilities, built a vision of their success, and elevated the conversation—all by working together
  • Carlos Martinez Ruizhas quoted6 years ago
    number-one issue preventing their sales reps from hitting quota is their “inability to connect our offerings to the business issues of our clients,” and that, as a result, their reps “can’t sell the value of our offerings.” This response has topped this list for the past 5 years.
  • Carlos Martinez Ruizhas quoted6 years ago
    Exploring the possibilities with your customer involves initiating a dialogue to find out what your customer cares most about and identifying areas of potential interest
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