Episode from the podcastThe Advanced Selling Podcast

The Landscape of a Prospect (What Are You Walking Into?)

Released Friday, 1st December 2006
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When salespeople walk into a company for a sales call, they don't always realize the landscape they're about to experience.

Salespeople need to understand the people inside the company--those stressed and overworked souls. And the executives you're meeting with don't seem to
put much focus on communicating the company vision to their staff. Therefore, few know it.

Therefore, when meeting with these executives, your job as a salesperson is to engage them in conversation about the company's and their pains, and their visions for the future.
By discussing this, you and your prospect will have a better understanding if your product or service will be a perfect fit.
In this podcast, you'll get some tips on how to better navigate through this

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