People Intelligence' Is Central To Selling Well

Topics:
Assessment
Tags:
Sales,
Sales Force Management,
Sales Strategy,
Salespeople
Source:
Max Sacks International

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Overview: From the executive summary: ‘The single greatest weakness of salespeople today is that they are product-centered, not people-oriented and, to their detriment, they are sadly unaware of this shortcoming. Salespeople tend to spend most of their time on a call extolling the numerous virtues of the product or service they sell, and yet they never bother to ask a single question or identify any needs the prospect might have.’ The paper examines the importance of salespersons being people-centric during the sales process and outlines seven tips for cultivating a people-centric approach.

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Format: HTML | Date: Jan 2003 | Pages: 1

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