Winning in Sales requires deploying some old school techniques, tried and true for decades and combining them with newer school approaches; those that reflect the way buyers want to buy and that work in the Digital Economy.
In this new lively episode, Dan takes us through this approach. Are you back on autopilot? Or are you ahead of last year by a lot?
Old School:
positive mindset/foundation
determination
confidence
hustle
follow up
building rapport/connection
ask for the business
New School:
deep subject matter expertise
detailed research available now to us in digital economy
curiosity
being able to ask thoughtful questions
empathize
tell a story
follow a process- what is the approval process, who has the budget, how do you get a champion to promote you in the org and how to come right out and ask that individual if he or she will support you
leverage the right folks in your organization and prepare them properly
sell the value /focused on the prospects challenges or initiatives or opportunities
show them the money/ROI
Do IT!!!! 💰
