Thinking Outside the Price
In the post-analysis of the sales conversation, the salesperson realized that, like so many sales people, he was focused on price and had made an automatic assumption. He also quickly realized that he was positioning himself like every other salesperson—and that he was leaving a much bigger opportunity on the table. More importantly, he realized an opportunity for transition. In positioning himself not as a transactional seller but as a valuable resource to this new CMO, he would be able to help the CMO create a stronger marketing presence at future trade shows.
Thought Provoking Question - TPQ: What purposeful conversation are you having with your clients and prospects? What powerful questions will you ask to move the conversation away from price to help CMOs achieve their 2011 marketing goals?