From the course: Selling with Empathy during Uncertain Times
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Identify who you can help through selling
From the course: Selling with Empathy during Uncertain Times
Identify who you can help through selling
- When you're trying to be successful, it's easy to think that you should just talk to anyone who answers your email. But what we know is the most successful salespeople focus on the people who can benefit the most from their offering. So I want to take you through an exercise that will help you hone your list down. So take out your prospect list, your target list. If you don't have one, look across the various industries where you might be calling on people. And then what you want to think about is given the context of what you sell, who would benefit the most? Where can you be the most helpful? Let me give you an example of how this exercise works. We were running a workshop a couple of years ago with a big SaaS team, and they had huge quotas, and they were under big pressure. And I'll tell you what one of the salespeople did. She said, "Okay, I'm going to put my quota aside, put it over there in the corner, park it for a…
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