Selling To the VP of No
He has to be. Every hour of every day, someone tries to sell him something. He has one way to deal with them: Say "NO." It's brutally simple, but it works, because most people are simply a waste of his time.
Selling Stars know how to break through that tough ex...more
4 selling star principles:
1. Think like a buyer: you just met, and suddenly you are an expert in his business, telling him he’s an idiot.
2. Listen to learn (diagnose before you prescribe)
3. Opening (to get him thinking, to provoke thought, make a person feel understood) and closing (from thinking mode into doing mode). People are ready to act when they have convinced themselves that the action is appropriate, necessary, right and urgent – and that it must happen now.
4. Master the art o ...more
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