RSSHow Sales Must Shift In This Uncertain Economy
Feb 6, 2009 Sales Related
Until now, you’ve had a rather specific definition of sales: uncover need, define how a solution fits, and place a product where there is a match between your product and the need. But given that the ‘need’ is no longer the buyer’s focus, you can use this time to help them see the entire elephant – the full range of issues and elements they need to address in an uncertain economy – and decide how to move forward while waiting for the economy to turn itself around.
How do you know you’re listening to your clients in the most effective way?
Feb 4, 2009 Sales Related
Listening is circular, and ends with the originating speaker receiving a message they need to respond to. There is a speaker and a listener, a message maker and a message receiver. And without a Sender and a Receiver, there is no message. Indeed, the definition of a communication includes having a sender and a receiver. In my humble opinion, listening is the most important part of a communication, because if we don’t hear what is being said, there are no grounds for communication.
Tags: communication, economy, listening, sales
