Newbie Versus Tenure : Sales Success In A Difficult Economy

Topics:
Assessment
Tags:
Positive Results,
Sales,
Sales Force Management,
Sales Strategy
Source:
Positive Results

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Overview: The article told a story about two very different salespeople, John and Trisha and focused on a question : Why in down-markets are we driven to panic and make pessimistic predictions, when we all know positive trends can’t last forever? It is all about the way how they manage the marketing position in difficult economy and defines six key skills that are the part of every day sales life : 1. Continue to identify at least 10 new opportunities a week. 2. Prepare a game plan every morning for the day ahead. 3. Plan on dedicating at least two hours a day speaking to new opportunities. 4. Ask each new opportunity for an other day to do business with you. Leverage their real needs with your products real solutions. 5. Get back to the basics of sales. a. Lead generation b. Prospecting c. Identifying needs d. Presenting solutions e. Follow-up f. Asking for business 6. Read, listen, or watch sales related information – continuously increasing your sales skills.

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Format: PDF | Size: 216KB | Date: Jan 2003 | Pages: 6

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