Return winners of a President's Club understand how all the macro pieces fit together. Being an expert on your product might take you to President's Club one time. Being an expert on the industry and how your product/service fits into the macro view, will make you a return winner.
IF YOU ARE NEW... UNDERSTAND MACRO RELATIONSHIPS. You will be able to leverage the back office or bring in other experts to help you provide the full service.
Both new reps, old reps and managers must spend time understanding the larger picture and process. If you can understand your prospect/customer's business pains and methodology, then you will be able to offer your product/service and add significant value.
People looking to purchase already know specs. What the buyer is needing is the process of the purchase and how everything will work together to drive results.
Reach out with your thoughts on this topic:
Mike@TheSellingPodcast.com
Scott@TheSellingPodcast.com
Scott Schlofman
Mike Williams - Cell 801-635-7773
#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
