Stephanie Downs, on September 12, 2012
Life teaches you things that you just can’t learn by being told or by reading in a text book. I believe very much in coaching salespeople to their fullest by utilizing their natural strengths. It doesn’t mean we ignore their weaknesses; it just means that we have to find other ways to get things accomplished sometimes.
Stephanie Downs, on August 31, 2012
As it turns out, there are several similarities! After a recent 48 hour stint in the hospital, I had a number of observations on how the selling process is perceived from the prospect or customer's point of view.
Sometimes our real-life experiences as customers provide those of us at The Center for Sales Strategy with great examples of how the sales process should flow. Not long ago, my air conditioner died, so I asked my trusted neighbors who they would recommend. We valued their opinion, so we called that company. The next day, this service provider came to our house. (We also called another company, and they said they would come and never did). The rest of the story is near-perfect execution of customer focused selling.
