Successful sales conversations center on opportunities, not problems.
| Too many times typcial sales people spend more time tearing down the competition’s lousy job than highlighting on the positives that they bring to the table. Have the confidence to set the bar of expectation at your standard, not by pointing out the competitor’s inadequacies. Capitalize on the positive, proactive, creative and cost effectiveness of your position, not what is lacking in their current situation. Have the guts to set the standard, not just reach it. |
