You call on a new customer and have an incredible sales conversation. You learn this person is fairly senior, he can network you with nearly anyone in his organization, he loves your products, he’s upfront and honest, he’s willing to dish the dirt on what’s really happening inside his company, he’s got some skin in the game and is personally on the hook to deliver business improvement, and he really wants to help you win this business!
The Best Sales Reps Avoid “Talkers”
You call on a new customer and have an incredible sales conversation. You learn this person is fairly senior, he can network you with nearly anyone in his organization, he loves your products, he’s upfront and honest, he’s willing to dish the dirt on what’s really happening inside his company, he’s got some skin in […]
July 18, 2012
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New!
HBR Learning
Customer Focus Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Customer Focus. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Learn how to keep your customers—and their most important needs—front and center.