Virtual Selling by 469454450

Author:469454450 [469454450]
Language: eng
Format: epub
ISBN: 0000000000000
Published: 2020-11-13T01:59:56+00:00

“One of the things I’d like to do is make some assumptions that can show the impact of doing «XYZ». Would you kindly answer the following five questions? If you’re comfortable, please respond via email. If not, let’s discuss at our next talk on Thursday. Meanwhile, if you send the responses by Wednesday a.m. I’ll be able to develop some scenarios we can play with together to see what the ROI case might be.”

If you’re talking to a C-level or senior buyer, you might ask them, “Is there someone I can talk to so I can gather some technical data to model out how doing «XYZ» will have an impact in the areas we talked about?” This is an underused, yet very effective technique. Sometimes senior buyers don’t have the time to personally respond to your inquiry, but they are happy to make sure you get information from someone else. And once a senior buyer asks someone else at their company to do something, it often gets done.

In any case, whether via call, email, or survey all of this happens virtually.

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