Before you decide that they don’t know what to do, it may be helpful to inquire into what they think they need to be successful. It could be that they are stuck with a new challenge with a customer. Or they are having personal issues that are distracting, or perhaps they have heard rumors about themselves or the company that are distracting them. By taking the time to understand where they are coming from, and then addressing the issue, they may get better results.
I recognized the impostor for what it was…an impostor. The real me was stretching beyond my comfort zone. And what a successful client meeting. He moved forward to make the change he wanted and landed a bigger job and more responsibility.
Far too often as sales people we are so focused on getting the deal or communicating our message that we don’t hear the comment that sold the
deal. Then we talk ourselves out of it.
Typically what has happened is even though we put on our consultative selling skills and asked questions and “listened”, we allowed our thinking to get high-jacked. We heard something and while the
buyer was talking we allowed our thinking to chase down a …
You submitted your RFP Proposal and they’ve called for a demonstration. So you pull out all the stops. You are prepared to tell them all about your firm how you’ve
been in business forever, how you represent X% of the industry and all the awards you’ve achieved. If you do this you’ve lost the deal.
Remember the selection process is not about you. It is about the buyer.
What are the issues they are …
As I drive between appointments I often get a chance to listen to radio. Personally I like the programming on NPR. Recently I was listening to Terry Gross on the Fresh Air program interview the actors in the FX Series Justified. A comment by one actor Timothy Olyphant really caught…