Expert Insight From Kevin Reinert
In the early hours of the June 6, 1944 D-Day invasion of Normandy, France the brave men of the Army’s 82nd Airborne Division were the first Americans to enter the fight. On that historic day, the soldiers were led by Brigadier General James Gavin. He was nicknamed ‘The Jumping General” because he always parachuted into battle alongside his troops. Gavin understood that he could best lead when he witnessed for himself what the members of his command were doing and what obstacles they were up against.
This month’s sales management article encourages all managers to ‘jump’ alongside their sales team as they enter the sales arena. By observing first-hand the challenges your sales team members are facing in the marketplace, you will have the opportunity to participate in sales interviews and offer real-time feedback and suggestions for course correction.
Meanwhile, our monthly sales article reinforces the critical importance of making a positive first impression. Research has clearly shown that more often the key to a successful sale is found in how salespeople open the discussions, not how they attempt to close the negotiations. Discover how a simple sentence we call the ‘Statement of Intention’ can build trust, encourage open conversation and successfully launch the face-to-face sales process into motion.
Best Selling,
|
