oter

Establish relationships with decision makers from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja

To succeed in strategic selling, it is imperative to establish relationships with decision makers. These individuals are the key players who hold the power to make purchasing decisions within an organization. By building strong connections with them, sales professionals can gain valuable insights into their needs, preferences, and decision-making processes. One of the first steps in establishing relationships with decision makers is to do thorough research on them. This includes understanding their roles within the organization, their goals and objectives, and any challenges they may be facing. By demonstrating a clear understanding of their business and industry, sales professionals can establish credibility and trust with decision makers. Once a foundation of knowledge has been establis...
    Read More
    Continue reading the Microbook on the Oter App. You can also listen to the highlights by choosing micro or macro audio option on the app. Download now to keep learning!
    Similar Posts
    Sales success starts with building trust
    Sales success starts with building trust
    In my experience, one of the key ingredients for achieving success in sales is the establishment of trust with your customers. ...
    Embrace innovation and change to stay ahead
    Embrace innovation and change to stay ahead
    To succeed in today's fast-paced and ever-evolving business world, it is essential to embrace innovation and change. This means...
    Attitude is everything
    Attitude is everything
    Attitude plays a crucial role in determining our success or failure in selling. Our attitude towards our work, our customers, a...
    Practice active listening to truly understand your customers' needs
    Practice active listening to truly understand your customers' needs
    To truly understand your customers' needs, it is essential to practice active listening. This means fully engaging with what yo...
    Practice humility and gratitude in all aspects of life
    Practice humility and gratitude in all aspects of life
    In all aspects of life, it is essential to embrace humility and gratitude. By practicing humility, one acknowledges their limit...
    Set ambitious goals
    Set ambitious goals
    Setting ambitious goals is crucial to achieving success in sales. Without clear and ambitious goals, you are simply drifting ai...
    Develop your questioning skills to connect with customers
    Develop your questioning skills to connect with customers
    To effectively connect with customers, it is essential to continuously improve your questioning skills. By asking the right que...
    Successful salespeople aim to be seen as trusted advisors
    Successful salespeople aim to be seen as trusted advisors
    Successful salespeople understand that in order to build long-lasting relationships with their clients, they must seek to estab...
    Use questions to position yourself as a trusted advisor
    Use questions to position yourself as a trusted advisor
    When you engage with a prospect or client, the questions you ask can be the key to positioning yourself as a trusted advisor. B...
    Strive for continuous improvement in all aspects of your sales process
    Strive for continuous improvement in all aspects of your sales process
    The key to success in sales lies in the commitment to constantly improving every aspect of the sales process. This dedication t...
    oter

    The New Strategic Selling

    Robert B. Miller

    Open in app
    Now you can listen to your microbooks on-the-go. Download the Oter App on your mobile device and continue making progress towards your goals, no matter where you are.