One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times.
You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what’s happened in the marketplace during this historically tumultuous period.
Whether you are a sales leader responsible for an entire team’s performance or a single salesperson looking to hit your income target, Sandler’s KARE tool is a simple, powerful resource well worth spending some time with in Q4.
Most of us are taught as kids to politely answer questions from authority figures. But in our professional lives, effective questioning uncovers the real intent behind a question. This uncovers information that helps you to prepare in moving forward or moving on.