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SELLING POINTCritical Path Strategies, Inc. |
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Great sales leaders face the reality of the selling environment. Why is it that some sales leaders and selling organizations always seem to be prepared for unforeseen changes in the marketplace while others seem to be in constant reaction mode? In this excerpt from the book, Building a Successful Selling Organization, learn how facing the reality of today—while thinking long term—and focusing the organization on short-term action has never been more important. Read more… Optimizing your selling operations follows four steps of a critical path. Last month we looked at Step One—know your customer. Step Two—know your people—examines how knowing what to ask of people, and knowing the gaps between what is asked and what they can get done, is a central tenet of successful sales management. Read more… Successful selling and negotiating is like playing open-handed poker. The seller and the customer begin the game by sharing their strengths and weaknesses so that they end up with the two best hands. Once the seller and the customer agree on their elements of satisfaction, there is room for improving the well-being and outcome of any agreement to the benefit of both, without the need for one party to incur a loss or offer an advantage to the other. In this podcast you’ll learn what ingredients must be present during the sales process to achieve successful negotiations. Listen… This newsletter is being sent to you as a service from Critical Path Strategies. If you would like to stop receiving Selling Point, please respond to this e-mail message with the word "unsubscribe" in the subject line. Copyright 2009, Critical Path Strategies, Inc. All rights reserved. |
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