As a sales person you receive a certain amount of training that always highlights the main features of whatever you are selling, with your tele sales training/script you are also programmed into 'knowing' what your customer wants and how to give that to them. Reality Check! You don't and neither does your company.
Posts by jperrin:
We have put together the 5 steps you need to qualify hard and early which will abolish the dreary sales approach you may have and put less stress on closing the account.
Our lives now consist of tracking metrics and setting personal targets. So why is it when it comes to tracking business metrics we become inadequately equipped to monitor the important aspects that keep a company riding high?
Consider Costco which is an American international wholesale company that reported earnings of $88 billion in 2011. Never heard of them? That's because they don't spend a dollar on advertising. This already goes against the grain of many of its competitors and the majority of business lesson's.