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Mike
Carruthers:
We're
all sales people to some extent, and in many ways the sales process
has become a lot tougher.
Michael Boylan:
In the business world, in my opinion, it has become
more terse, less friendly. But because of that the people at the
very, very top of the food chain - the only thing that they'll
listen to nowadays is financial benefits.
Sales consultant
Michael Boylan, author of the book Accelerants,
says a traditional sales approach is to go in and ask the prospect
a lot of questions, in order to find out his or her needs.
And a lot of
the people on the other side of the table don't want to go into
it. They want the sales person to first explain why I should
even listen to you.
And what they
want to hear, says Michael, are financial benefits.
And so if I can
articulate those things earlier in the conversation, oftentimes
my prospects are more willing to at least listen and entertain
the whole sales pitch.
Often it's difficult
to know who in an organization actually has the power to say
"yes" to what you're selling.
If you're calling
on one person at a time - that in our opinion is a total waste
of time. If they want to get the business faster, what we recommend
is that they target two or three or four people at the same
time with the same message. Asking for help saying, "Of
the four of you who do you four feel would be most appropriate
that we begin this conversation with?"
You can link
to Michael's
website from ours: somethingyoushouldknow.net
I'm Mike Carruthers and that's Something You Should Know.
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