In my videos and here on the blog, I always speak from a sales coach perspective. This time, I want to talk about what it’s like to be the buyer.
When you meet with a client, do you come prepared with a few questions to ask before, during, and after the meeting?
So I got asked something that lingered in my head a while recently. Someone who attended my event walked up to me and said, “Kim, you talk so much about empathy when it comes to the sales cycle.”
Ever wondered why your clients suddenly back out after sending them the proposal? Well, you should STOP emailing them the proposals. If you’re used to sending the proposals via email before, now is the time to stop it. And I’ll tell you why.
How do you know if you’re talking to a “Decision Maker” or “Influencer” when navigating the sales cycle?