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re: OFFICIAL: Sales Professionals Strategy and Discussion Thread
Posted on 9/25/13 at 3:50 am to CajunAlum Tiger Fan
Posted on 9/25/13 at 3:50 am to CajunAlum Tiger Fan
quote:
Be an absolute expert on your products, your competitors, and your market. You spend a lot of time getting that meeting, so you should put even more time toward preparing for it. Do your homework and understand your customer before you meet them, then listen while you are there. They are busy and you are in the way, so you should be providing value of some sort at every interaction. Sort through the marketing BS that your company spews and find the truth for your customer so you can win or lose for the right reasons.
This is the best post so far of this thread.
1
Posted on 10/7/13 at 1:52 pm to FootballNostradamus
quote:
This is the best post so far of this thread
Agreed. Very good post. Precall planning is pretty underrated IMO. Also, listen twice as much as you speak especially when negotiating. You have to ask the right questions to understand the customer's need versus what he wants. If you can satisfy his need then you're likely not to give away as many concessions or you can solve his problem with your solution versus what he thinks he needs or wants.
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