By Tibor Shanto – firstname.lastname@example.org
Monday I shared a clip from a discussion with Ago Cluytens, for one his Coaching Masters Series. Today’s second clip looks at the need to be provocative in gaining traction with entrenched potential buyers.
The challenge many of in sales face is the entrenched buyer who is reluctant to look at new or alternative means of achieving his/her goals. This is usually due to the fact that they are entrenched in how they are doing things now, feels there are too many resources needed to make a change, and a host of other reasons. In order to get engagement, we need to demonstrate the results we can deliver and the positive and measurable impact we will directly deliver to their business and attaining their goals. In a WIIFM world it is about the What, not how of how they get there.
Here is more:
What’s in Your Pipeline?