July 2018
Intermediate to advanced
336 pages
8h 58m
English
Your second Value-Added Selling strategy answers this question: “Am I talking to all the right people?”
While targeting value-added accounts is one part of focusing, target penetration is another part. Many salespeople enter the decision process late and limit their penetration to lower-level influencers. They fail to take advantage of a simple Value-Added Selling principle: few things are as powerful as the right idea, at the right time, in the right place, and for the right person.
This chapter is about timing and buying criteria, generating support for your ideas throughout the buyer’s organization, and making sure that you’re dealing with people who can say yes to your solution.
At the end of this chapter, ...