The art of sales is not so much selling, but helping the customer to buy. Whether ‘big ticket’ or smaller items. It’s very seldom that one hears a customer or client referring to a ‘great salesperson’ but one does hear recommendations on products or services which are really good. It’s highly likely that a sales process or person was involved in getting the client or customer to make that referral. My experience: on high value public procurement bids, working with teams, success rate was over 90% and a value of some £4Bn. I can show how the expressive rather than the operational areas matter more, and how when the purchaser of commissioner wants you to win, its highly likely that you will. After all, when have you ever bought something from somebody you just don’t like. The same goes for larger deals.
(more to come)