Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com
In the highly dynamic world of selling, there are two very desirable words - “Yes" and a quick “No".
The slow “no" robs salespeople of their most precious asset, time. The quick “no” allows salespeople to move onto opportunities they can win.
The most significant contributor to the slow “no" is calling at non-decision-making levels. Spending time talking to middle managers and influencers of prospective clients not only creates a slow “no” proposition but commits your level of contact in the account. Once established at the influencer level you are now at their mercy in terms of moving up to meet with the executive, where the real decisions are made.
In fact to get the meeting with the executive, you may need to climb over the influencer, putting your relationship and chances for success at risk. Always calling high first, can more than double your company's win percentage.
QUESTIONS:
Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com
In the highly dynamic world of selling, there are two very desirable words - “Yes" and a quick “No".
The slow “no" robs salespeople of their most precious asset, time. The quick “no” allows salespeople to move onto opportunities they can win.
The most significant contributor to the slow “no" is calling at non-decision-making levels. Spending time talking to middle managers and influencers of prospective clients not only creates a slow “no” proposition but commits your level of contact in the account. Once established at the influencer level you are now at their mercy in terms of moving up to meet with the executive, where the real decisions are made.
In fact to get the meeting with the executive, you may need to climb over the influencer, putting your relationship and chances for success at risk. Always calling high first, can more than double your company's win percentage.
QUESTIONS: