Service-Minded Selling Tip: Partnership Requires Understanding Your Prospects Business Objectives

Posted by salesmanagernow under Sales
From http://www.salesmanagernow.com 6129 days ago
Made Hot by: on February 15, 2008 4:36 pm

Partnership is a powerful place to sell from. You can only be in that position if your prospect sees you as such. The best way to achieve this is by understanding what the key business objectives are and only presenting solutions that can support them. This blog will give an example on how to accomplish this during an interview.

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Comments

Written by TerryJackson
6129 days ago

This is a decent sales tip (but needs spell check) from a site who's logo looks very similar to the Sandler Sales logo. I'd like to add that another reason sales people don't take time to learn their client's business objective is because they think they already know what it is. And you know what? 80% of the time they're right. But just because you're right doesn't mean you shouldn't ask. It's important to get the prospect to verbalize their business objective, because it allows the prospect to see a direct connection between what they need and what you offer. Even more important, it gives you details on why that objective is important. It's those details that allow you to to communicate why your service is the solution they're looking for.

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Written by louienews
6128 days ago

I'm assuming you mean the logo on the home page. There isn't a logo on the blog.

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