In the early days of Svenneby Corporation, I spent a few years recruiting – helping companies build their sales teams. As a result, I still hear from people who are looking for their next job. Given the economic climate right now, those inquiries are on the rise and I thought it might make sense to share my thoughts in a blog, so here goes.
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New Year’s Resolution
We’re 2 weeks into the New Year already – it’s hard to believe. How many of you have already begun to slip on your plan for 2009? You know, made a resolution, started out strong, and have been fizzling out ever since. I have a confession to make. I made the resolution and never started!
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What is really being sold?
I was coaching one of my class participants from our ongoing Individual RELATE Selling workshops today. She was trying to figure out how to pull a deal out of the fire, as the prospect had just informed her that they were going to buy from her competitor. My coaching to her was to first reestablish rapport with the prospect to create a fertile environment for a conversation, then get into a good phone conversation and find out why. She did this, and what she found is that it was neither the price nor the product features that were the primary factors in losing this sale (often suspected culprits). Rather, it was that the competitor had an office just an hour drive away.
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