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comment by thenewgreen
thenewgreen  ·  3185 days ago  ·  link  ·    ·  parent  ·  post: How do I become a better salesman?

That's where open ended, high impact questions come in. You need to do your research. For example, let's say I'm calling on a large commercial construction company.

1. In 2008 a lot of your competitors couldn't survive, yet you did. How were you able to make it through the downturn?

2. Paraphrase: I see, so you had to let go of some employees and tighten up your DSO. That must have been difficult. Now that people are building again, what are some of your goals for 2015/2016?

3. Paraphrase: Okay, so you plan on building more branded hotels. That's great. What are some of the challenges that present themselves in that pursuit?

4. Paraphrase: Oh, it's highly competitive and the margins are tight. Okay, I feel like I have a good understanding of your business, your goals and some of your challenges. I'd like to present my findings to my colleagues and come back with some customized solutions for your business. Can you meet Wednesday of next week? How is 1:00?

This is a VERY condensed version of the process. Point is, questions, paraphrase. Don't EVER sell in your first appointment. Peak their interest and then come back with a solution.

Good luck. I need to go sell now...





nowaypablo  ·  3184 days ago  ·  link  ·  

Awesome, thank you. Where were you when Will Smith needed you?

OftenBen  ·  3185 days ago  ·  link  ·  

    In 2008 a lot of your competitors couldn't survive, yet you did.

Make careful note of the compliment. It's honest, frank, and SUPER low key.