Let’s get real or let’s not play
I’ve read this book and I think it gives useful insights for selling. I want to share a summary on how to initiate new opportunities.
In order to initiate new sales contacts, do fewer, but better, i.e. prioritize: invest 95% of your time on 5% of the prospects.
Then prepare, and get in-depth knowledge of the people and the company, with a business case hypothesis: potential issues, evidence, impact, context, constraints. Go to a meeting with a plan, always have a end in mind.
Personalize: it’s much better to get a referral than cold calling.
Practice, practice, and practice, especially to potential questions and yellow lights.
Pre-position: get agreement in advance for what will be a good use of time.
