I had a friend call it ‘the customer ride.’ It’s that customer journey that we’re all trying to figure out.
Courtesy of LandRover MENA. The Journey To Beijing
It’s something that every sales leader and sales person should pay attention to. It’s the customer journey. That path that your prospect takes on the way through the sales cycle.
We sales-types love to vault over some pretty important elements as we seek to close business. This post is about influence and how you can behave in a manner consistent with how your customer buys. This should be the first step your sales trainer should have you complete, prior to any skills work.
Here are three things you can do to influence it:
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The story goes that Leonard Swit was a friend of Abraham Lincoln’s.
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I’m always happy to do radio interviews especially with someone as good as Pete De La Torre on his talk show on WZAB, 880AM in Miami.
His questions are always poignant and well thought out. Here is a 20-minute clip from my interview where I talk about practice, high achievement, how to be less of a sales person and more of a leader, and other notions that hit us during the talk.
I ask that because we’ve been inundated in January with personal goals, resolutions, financial objectives…but where is the talk about the ONE THING that makes all of that possible: a fit mind?
We’ve decided to make February Mental Fitness month and we’d like you to take the Challenge.
Read and act on each one of our daily tips during the month. You can Follow our Company page to get access to each Challenge; Go here on LinkedIn: http://www.linkedin.com/company/943672
Naturally, we’d love you to share it with friends and offer up your comments.
Do this for one month, and let us know the result!
In today’s episode of the Advanced Selling Podcast Bill Caskey and Bryan Neale answer some questions sent in by members of the Advanced Selling Podcast LinkedIn Group. The two important questions answered were first off, “why are certain Challengers more likely to be the top sales people and are they the future of new business?” The other question is “do you need to have another reason to call your client or is it okay to just check in?”
Make sure to join the Advanced Selling Podcast Linkedin Group and post your questions today. We would love to hear from you.
Also mentioned in this podcast:
- We’re mobile! Get the podcast app in the iTunes store. Search “Advanced Selling” for the free download. App listeners will get something a little extra each week.
- Interested in what your fellow podcast listeners have to say? Join our LinkedIn group and find out.
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