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Gather a team of salespeople together around a espresso machine and listen to the debate. After the obligatory complaints about all sorts of things, the conversation inevitably drifts to questions of structure. How do I accomplish this in that account? How do I this kind of account for this?
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In my seminars, I often hold a “clinic” where salespeople write any sales-related question and submit it to the audience for phone call. These questions happen to be related to strategic grievances. In one form or another, they ask the same question: How do I manage this step effect in this account?
The real problem using this over concern for strategy is that it seduces the salesperson's energy, substituting the pursuit belonging to the better technique for the real solution - better execution of the basics.
When truly stop and think about it, how can you you think your new friend's reaction is going to be if when you meet for the first time it's obvious you're not the person they thought they were going to be seeing? “Oh . hi. I see that you've been dishonest when camping from the get-go here, but hey, I'm still thinking you'll find a great shot at having an open, trusting relationship for the long-term” Obviously not.
