5 Tips to Cultivate the Right Sales Attitude to Increase Interaction with Clients
Cultivate the opportunity
- Determine if the opportunity is worth the investment of time
- Hypothesize about new ways to engage the customer
- Infer the scope of the opportunity on the basis of limited information about the customer
Asses the customer’s receptivity to insight
- Make informed assumptions about the customer and its needs
- Identify atypical sources of information about the customer and its assumptions
- Exercise patience in order to allow an opportunity to develop
Challenge the customer’s thinking
- Judge when best to engage key decision makers and other stakeholders
- Adapt the approach in order to generate buy-in
- Asses the worthiness of the pursuit on the basis of the customer’s reaction
Build consensus
- Tailor responses to stakeholder’s highly varied objections and reactions
- Creatively determine ways to revive stalled deals
- Encourage and arm key stakeholders to influence detractors
Close the deal
- Asses the buying group’s understanding of what differentiates the solution from the alternatives
- Know when to stand firm or acquiesce in negotiation
- Identify negotiation points beyond terms and conditions
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