In 2012, the International Space Station malfunctioned when a power supply component failed. One astronaut attempted to replace the damaged unit using specialized tools. But, metal shavings on the bolts…
Successful sellers are moving beyond the adversarial approach to negotiating. Winning the sale today requires a consultative style. In the end, the relationship between the buyer and seller strengthens winning the sale today and tomorrow.
Complimentary White Paper: Prospecting in a Noisy World
Customers are busy. Increasing competition and internal priorities battle for their attention. Sales professionals don’t need to be louder; they need to change their pitch. In Richardson’s white paper, Prospecting in a Noisy World, we reveal how effective sales professionals are generating more leads with clear messaging that is relevant to today’s business challenges. We look at: The three ways to coalesce support among a group of decision makers, How to develop outcome-based messaging that demonstrates credibility. A step-by-step approach gaining the appointment with an effective uptiering model, and A strategy for helping customers overcome the status quo. Learn more by downloading our latest white paper, Prospecting in a Noisy World.