Sales is ultimately a service to both the seller and buyer. How do you make sure sales is experienced and truly appreciated as a “service” by a prospective client? Even in cases when that “service” doesn’t lead to a deal?
- [Woman] This next question comes from Dan, … who's a regional vice president … for a cloud-based software provider in Indiana. … He says this, "In sales, … "we're always excited to talk about successes, … "but there are times when things don't go well either. … "How have you handled a sale that didn't go as planned … "and remedied the situation?" … - [Dean] I love this question, Dan, … since as sales people, we're all pretty good … at waving our hands in the air … and cheering when the big sale comes in. … We're allowed to be happy … and have a little extra bounce in our step. … I know I'm not alone in loving to tell war stories … about that sale I got. … It's like the fisherman who says they reeled in … that big record catch for hours and hours. … We're not as vocal about the sale that went awry, … but it happens to every one of us. … And if a salesperson says it hasn't happened to them, … I think they may be hiding something. … I've got a great story for you. … Years ago, a customer wanted to order a lot of books …
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- Handling objections
- Balancing sales targets and relationships
- Social selling
- Motivating salespeople
- Finding the decision maker
- Staying positive and resilient