Don’t worry, although I’m quite fond of martial arts, I’m not going to present you with any ninja moves to annihilate your customers or your competition.
Rather, let’s talk about some mistakes you make in a business process.
Let’s break this down into three distinct moments.
The first moment will be when we don’t know the customer yet and want to approach them to set up a meeting.
At this stage, the biggest mistakes that I often find are related to the fact that most sales people don’t do their homework.
That is, preparing the processes for approaching the potential customer.
Many times we pick up the phone and start trying to talk to the potential customer without even knowing what they do specifically, in what way, what … [ Read the rest » ] “How to kill a customer in three steps?”