"As part of my initiative to build Sales Culture
I'll post my thoughts on the topics of the day"
Many of you are naturals at the "art" of networking. Some have to work harder at it. Some are terrified to network. I have always enjoyed the process because I have always thought and believed that it is just a natural extension of what we do as sales pros! Meeting and greeting with a "mission" in mind is not a bad thing. Everyone does it. Even non sales professionals! I do think that we have to approach networking essentially the same way when we are pursuing business development or perhaps engaged in a job search. If you are skilled and comfortable at developing and nurturing relationships in your personal life, then I think you ...
Closing the Deal. What we all strive for and what puts food on the table. There is nothing like the rush of seeing a prospect we have been cultivating finally spill ink on the contracts in the form of a signature! I have seen ( and done) some pretty inventive things to close the deal. ONe story that comes to mind from many years ago was when I once overnighted a series of contracts to a prospect and asked him to either: Please sign the deal. Please sign the attached document explaing that he did not want to save money and rejected our offer. I explained in this letter I had to prove to my boss that this deal was ...
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