From the course: Selling with Empathy during Uncertain Times
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How to power plan in sales
From the course: Selling with Empathy during Uncertain Times
How to power plan in sales
- When you're looking at an economically uncertain environment, customers have less time than ever, and that means they don't have time for a lot of back and forth, get to know you. Doing your homework has always been important. In a time of uncertainty, it becomes absolutely essential, because your understanding of your customer's situation, that's what's going to make you most relevant to your customer. So there's some homework you need to do in advance, even before the very first sales call. There's three things that you need to understand. Number one, what is the customer's economic situation? That's in the macro and the micro. What's happening in their industry, and what's happening for them? The second thing you need to make sure you understand is, what are the leadership priorities within that customer? What is their CEO and other top people, what are they saying is most important? And then the third thing you need to…
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