CHAPTER 7

The Coach

Make a Plan to Defeat the Competition

Recently, I was in the field with a salesperson who worked for the national accounts group of a large payroll processing firm. We were about to keep an appointment he’d made with the VP of human resources for a hospital with 3,000 employees. The salesperson told me the VP had called him the previous week, saying that she was interested in a new solution for employee benefits administration.

The salesperson expected a challenging situation because his company’s strength was that they offered a single integrated solution that met human resource, employee benefits, and payroll processing needs. His company had different competitors within each component of that integrated solution. In other ...

Get Slow Down, Sell Faster!, 2nd Edition now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.