Selling Technology the Sandler Way: Finding Technical Solutions That Win Long-Term Business Relationships by Rich Chiarello

Author:Rich Chiarello
Language: eng
Format: mobi
Publisher: Sandler Training
Published: 2015-04-07T14:00:00+00:00

How big a problem this is. (The bigger the problem, the easier it is to garner executive support for budget dollars and action plans later on.)

Whether proposed solutions will deliver the desired result. (You want to be a square peg in a square hole.)

Some salespeople make the mistake of believing it is an act of determination to never disqualify prospect. They see even the vaguest expression of interest, even the tiniest glimmer of a fit with their solution, as a sign from above. They begin the process of trying to put a square peg in a round hole in order to solve a small, or even nonexistent, problem.

Superior salespeople cultivate a sense of abundance and avoid this behavior. They recognize that their own time is a dwindling resource. They want to avoid the “square peg in a round hole” scenario and have no desire to start a fruitless sales process. They know that there are many, many more qualified prospects still out there to find and engage!

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.