Skill + Do
Don’t take no from someone who can’t say yes – probe to uncover how much power each of your buyers possess.
A crusty old sales mantra suggests you should treat all buyers as queens and kings. And hey, sometimes old, crusty sales mantras carry a lot of weight and stand up over time…as this one does.
It’s smart to treat everyone on the buy side like royalty…but that doesn’t alleviate the burden of finding out how much decision power each buyer wields. Until you know who on the buy side can say "yes" and who can’t, you risk spending time with those who won’t ultimately matter in the decision process.
Stop assuming everyone you work with on the buy side has equal decision power. They don’t. And stop assuming that titles infer decision power…often they don’t.
Don’t take no from someone who can’t say yes.
The easier route is to find out where the decision power is on each account and spend your time appropriately.
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Tomorrow - January 21
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Assertiveness v. Aggressiveness
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Today - January 20
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On this Day: Martin Luther King, Jr.
Read MoreThere’s a lot in common between a preacher and a seller: both are passionate about influencing the minds of others. Follow Martin Luther King Jr.’s lead and focus on what is best for your customers.
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January 18 - 19
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Read More
Mindfulness/Self-care
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January 17
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Role-playing made easy
Read MoreYou cringe when being forced to role-play in a group because few managers know how to run a good session. Role-playing should begin first with 1:1 sessions with your favorite work friends.
"Respect is how you treat everyone, not just those you want to impress." Richard Branson
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