14 min listen
The Landscape of a Prospect (What Are You Walking Into?)
The Landscape of a Prospect (What Are You Walking Into?)
ratings:
Length:
14 minutes
Released:
Dec 1, 2006
Format:
Podcast episode
Description
When salespeople walk into a company for a sales call, they don't always realize the landscape they're about to experience.
Salespeople need to understand the people inside the company--those stressed and overworked souls. And the executives you're meeting with don't seem to
put much focus on communicating the company vision to their staff. Therefore, few know it.
Therefore, when meeting with these executives, your job as a salesperson is to engage them in conversation about the company's and their pains, and their visions for the future.
By discussing this, you and your prospect will have a better understanding if your product or service will be a perfect fit.
In this podcast, you'll get some tips on how to better navigate through this
landscape.
Salespeople need to understand the people inside the company--those stressed and overworked souls. And the executives you're meeting with don't seem to
put much focus on communicating the company vision to their staff. Therefore, few know it.
Therefore, when meeting with these executives, your job as a salesperson is to engage them in conversation about the company's and their pains, and their visions for the future.
By discussing this, you and your prospect will have a better understanding if your product or service will be a perfect fit.
In this podcast, you'll get some tips on how to better navigate through this
landscape.
Released:
Dec 1, 2006
Format:
Podcast episode
Titles in the series (100)
How Often to Follow Up: Ever wondered where the line was between being persistent and being a pest? You're not alone. Most sales people have. In this week's episode of the Advanced Selling Podcast, Bill Caskey and Bryan Neale read a letter from a listener who is concerned... by The Advanced Selling Podcast