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Veteran salespeople know that while every customer is unique, the obstacles to a sale are often the same. Once you understand these obstacles and how to overcome them, you will have all of the tools you need to make the sale.
Obstacle 1: Identifying the Decision Maker(s)
It's common for salespeople to focus solely on their initial contact at an organization. Whether that person is a mid-level manager or an HR executive, he or she is probably not the only person involved in the proposal process. The challenge is figuring out who the other decision makers are and how you can meet with them. In order to get this information, ask your current contact the following questions:
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