One thing that I try to do is really act like a consultant or mimic a consultant approach where one of the first things you need to do, especially as an introduction to a new customer, a new prospect. Is to really sell yourself. Separate yourself as a sales rep, and when I say sell yourself. Talk about your experience. So my experience in the industry. Talk about the successes that I’ve had with other customers. So I think a consultant has to sell them self first to really convince the customer that there’s value I can provide and value that you can receive from working with me. So I try to take that approach and then obviously the second part of that is really just listening. A consultant is going to have to listen to current pain points, challenges that that customer has and the final stage is to be able to propose a solution.
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More clips from Episode 20 featuring Cvent’s Top Enterprise Sales Rep – Barry Womack: