President and Chief Operating Officer of CustomerCentric Systems
Frank Visgatis is president and chief operating officer of
CustomerCentric Systems in Sutton, Mass. His company provides sales process consulting and training.
Competent top sellers can gain access to the people that will be involved in buying, funding and implementing offerings. But patience and effort are required.
Do your homework, ask questions and establish sincerity and competence.
To ensure your sales training is successful, create a controlled and facilitated environment.
If the customer tells you it costs too much but won't ask for a better price, you haven't persuaded them they need what you're selling.
The lessons learned through role play, skill development and case study aren't soon forgotten.
Nimble businesses focus on leading indicators and develop their approaches around data further upstream in their pipelines.
If you take your clients for granted, they'll notice. So will your competitors.
The real reason for lost sales is usually the competitor did a better job selling their product but few buyers will tell you so..
Set your goals exuberantly but evaluate your progress soberly.
Wait for it. Wait for it. Now, you've got it. That's right: Patience is what separates the best sellers from all the rest sellers.
Selling to the C-suite is about explaining the product's value to achieving company-wide goals.
The way you speak, how you feel and how you make others feel it's all part of the learning process you need to embrace.
B2B sales is ever green, running in cycles of buying and not-buying over a years-long relationship. It's not about closing today.
There's plenty of room for improvement in the world of ecommerce. Both buyers and sellers are worse off than they were 15 years ago.
Confused by Internet hype, confounded by fads, companies must put customers back at the center of their strategy, where their salespeople can serve them
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