Sales Workshop VGGP

(en) Algunas ideas y conceptos de los ex-profesores del MIT Entrepreneurship Center en el seminario de ventas del programa @valencianglobal

Sales is a Science, not an art
Tune your radio station to: W.I.F.M. : What’s In it For Me?)
Technology open doors, Benefit close sales (Value Proposition)
Technology is a platform to sustain a competitive advantage
Customer focus
Build trust, active listening and “mirroring” for feedback
Selling effort must be focused on the persons with pain and/or the persons with money
You can be their hero if you relief their pain
Look for the client’s “business drivers”
Aspirin for your customer
Customer intimacy
“Jury” is all (know it, change it if wrong…)
Research about your target/Identify Decision Maker/Stalk to DM/Pitch/Get Evaluation
Four-eyes meeting (Desired Outcomes Of The Meeting)
You only get one chance to make a good first impression
Luck is where Preparation Meets Opportunity
Hope is not an strategy
Total global domination of the chosen market niche
Challenger or defender? Challenger assets: flex/passion/attitudes/self-aware/honest/commitment
The Pig & Chicken … (A Commitment story)
Team, team, team
Hire “A” people
Ambitious without Ego

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