The Sales EDGE: Your Ultimate Guide to Finding, Keeping, and Growing Accounts by Gene McNaughton

Author:Gene McNaughton
Language: eng
Format: mobi
Publisher: Lioncrest Publishing
Published: 2018-07-09T17:00:00+00:00

INTERVIEW WITH A BUYER

We had a situation where a customer of ours got bunted up to me, due to a referral from one of my employees. The lesson here was that the salesperson had built a relationship with one of my employees, whom I had known for 15 years and had placed a high level of trust.

The main lesson: Treat everyone like they are a decision maker, even if they are not.

—SCOTT L. VP NORTH AMERICA, STRATEGIC SOURCING

Finally, be respectful people’s time. When you call or leave a voicemail, keep it short and be concise. Aim to keep voicemails under seventeen seconds. If your prospect hears or sees a voicemail from you that is longer than this on her phone, she probably won’t listen to it at all and will delete it.

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