seen from China
seen from China
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seen from United States
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Salespeople - think beyond products & services
I want to share an experience in a workshop with a group of salespeople who worked for an energy company, selling fuel and lubricants to business customers. Activities in the workshop were aimed at helping them develop the communication skills to apply a strategy for more purposeful sales meetings. Learning to ask sequences of questions leading to customer conversations being less about their…
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When to NOT be the expert!
When to NOT be the expert!
When you have a high level of expertise in a field of work, it can be very tempting to rush to provide a solution to a problem. If you have this tendency, I have a couple of things for you to think about. Is the problem you are about to solve, the right problem for your customer?To what extent does your customer perceive that your solution should not be too costly, simply because you make it…
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There are times to NOT be the expert!
There are times to NOT be the expert!
When you have a high level of expertise in a field of work, it can be very tempting to rush to provide a solution to a problem. If you have this tendency, I have a couple of things for you to think about. Is the problem you are about to solve, the right problem for your customer?To what extent does your customer perceive that your solution should not be too costly, simply because you make it…
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Check your ‘word salad’ index I have been watching closely the progress of the Camp Fire in northern California. It is a part of the world where my kids grew up, so I know it very very well, and Chico is where my son and his young family currently live.
‘Grownup’ customer conversations For every salesperson, the art and science of leading effective conversations is key to building relationships and achieving profitable business outcomes.
