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