Gas prices are soaring into the stratosphere. Inflation pressures are increasingly moving from a background subtext to full-blown foreground concerns. If paying attention, a sales person is one of the first professions to personally feel the indicators of an economic downturn.
Customers all know that the relationship we as sales people have with them is important. Successful sales people will tell you that deep meaningful relationships with their customers is a key contributor to sales success. Recently, I played a round of gold with a Vice President of Operations at a large manufacturing company.
Lets say, you are having issues closing a deal with a potential prospect. You discuss the pro’s and con’s of various approaches with the sales team and end the discussion with and agreement on strategy and game plan to get the deal closed.
“Every man’s condition is a solution in hieroglyphic to those inquiries he would put. He acts it as life, before he apprehends it as truth.” Ralph Waldo Emerson
Discussion on why customers go quiet and what a sales person can do….
It is not uncommon in a sales meeting to hear someone describing an experience with a prospect where the buying indicators all looked perfect and the deal was lined up. The prospect is saying all the right things, but the deal just never seems to close. When this is happening, I always suspect that we [...]
Envision the following scene: It is a bright and sunny spring morning. The kids are scurrying around the house getting ready to head to school. Today is a big day, it is career day. I remember these days from the times I was just a little boy all the way through college. In the early days, things are simple.
