From the course: Selling with Stories, Part 2: Stories Great Sales People Tell

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I'll go to bat for you with my company

I'll go to bat for you with my company

From the course: Selling with Stories, Part 2: Stories Great Sales People Tell

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I'll go to bat for you with my company

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- Disagreements happen in business and your company isn't always gonna be in the right. Buyers wanna know that when that happens that you've got their back and will fight for them with your management. Now of course that doesn't mean you should cave in on every request from buyers. They might not say it, but most buyers wouldn't respect a salesperson who did that, but they won't do business long with someone who never backs them up so you need to convince them that you will and the best way to do that is with a story about when you've done that in the past. Now here's an example. In 2012, Xerox was in a sticky situation with Huntington Bank. They were in a middle of a five-year contract to provide Huntington with all of its printers and copiers and paper. Well, Huntington was looking for ways to save money and asked Xerox for some ideas to reduce paper use. Now the problem with that of course is that that would mean lower revenues for Xerox so the Xerox people told Huntington that…

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