In sales, you'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?
- [Petko] Hello there, Dean, I am Petko Panamski. … I'm from Bulgaria. … So, let's go directly to my question. … How I can make sure that … I'm with the right decision-maker for my product. … Very often, I am assured by the other side, … but they are the decision-maker and we can proceed. … What happens afterwards is that … I found out he is not the decision … or she is not the decision-maker for that process … or he's not the only one. … So, can you give me advice … how I should better find out … in a early stage of sale process … is that contact the decision-maker or not? … Thanks so much in advance and have a great day, Dean! … - [Dean] Petko, this is a great question about … finding the right decision-makers, … and it can be so frustrating indeed, … and we've all experienced this situation. … As you work your way along through the sales process, … you ask questions, you listen, you present, … and just when you think … you're ready to hear a commitment from the buyer, … you're told another person has to give their input. …
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- Handling objections
- Balancing sales targets and relationships
- Social selling
- Motivating salespeople
- Finding the decision maker
- Staying positive and resilient