Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

the ceo magazine, sales,
Shari Levitin, Author, Speaker & CEO, Shari Levitin Group

1. Go for the standing ovation every time.

The ultimate downfall for most business people is their inability to handle rejection. But if you’re going to make it as an entrepreneur, you have to be able to take rejection… lots of it. My mentor told me a long time ago to count the number of “no’s” I get and realize that each “no” simply moves you closer to a “yes.”

“Give each pitch your best shot each time,” he told me. “Never take a shortcut.”

Forget all the blather about how companies love their customers. It’s just talk. I’m convinced that 90 out of 100 organizations simply tolerate customers. Their customers represent only a means to profit, and that message comes through loud and clear to those callers all too often.

Five recent examples from my own experience illustrate the point all too well:

Auto-Responders That Fail to Address My Issue

the ceo magazine, sales,
Ken Rutsky, Founder & President, KJR Associates, Inc.

In the late 1980s I had the privilege to attend IBM’s vaunted sales training.  We learned techniques for rapport building, need finding, objection handling, and closing, even including, and I kid you not, the highly praised “assumptive/alternative close” which went something like, “Do you want that mainframe cabinet in White or IBM Blue?”

But most of all, we learned and practiced the hallowed technique of  “NFAR”, or Need, Feature, Advantage, Reaction. The idea being – question until you understand need, then describe your feature and its advantage, then wait for the reaction.  

Pages

Follow The Blog

   Email * 
Subscribe to Syndicate

Blog Categories

Blog Authors

kajabi
eclub

EC

ad5
ad6

ad7

ad8