Picture this competitive scenario. Your company is in a dog fight with two other companies to win an important piece of business. One of your competitors is a large, well-known market leader and the other always offers aggressive price discounts, while your company has the superior product. Who will win the business?
The answer is easy, of course. The best sales person will win the business.
The best sales person will understand the customer’s real needs, work the customer’s buying process, develop strong relationships and fight to position the company in front of the key decision makers, ignore poor odds, stay professional and composed at all times, never give up and keep smiling in the face of adversity. That’s what it takes to win a lot of business.
Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
Latest posts by Eliot Burdett (see all)
- B2B Sales: 7 Ways It’s Changing Fast - October 15, 2018
- Common Traits and Characteristics – Top Performing Sales Organizations - September 14, 2018
- 65 Sales Interview Questions to Ask Sales Candidates - January 14, 2018