A planning conversation with a sales executive for an upcoming training session took an interesting turn which lead to this video. Powerful lessons about sticking to our sales process, selling from an abundance mentality, remembering that big deals are not typically won in the boardroom with slick presentations, and that just because a prospect request the "dog and pony show" or a proposal, that doesn't mean it's the right thing to do!
Plus I share some positive sales news as several salespeople and sales teams are reporting record revenue for the month of May in spite of selling into strong Coronavirus Craziness headwinds.
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Hi Mike. Great video! I designed my own sales process. And one of the things that I’am always lookkon for is delay the presentation or DEMO until I figured out which is the main issue or problem that my prospect has. But sometimes it is difficult because the company’s sales process push the presentation so early in the sales cycle, not to mention that I have to convinced my fellow pre-sales colleagues to drop out the first part of the presentation about us. Like I read in one of your books: Sometimes I spend a lot of time convincing my colleagues that the costumer doesn’t care about us. Have great sunday, and a great week.
Great content Mike! And I want to hear the real story about the forehead gash.. 🙂