Friday, April 03, 2009

Look for the side door

Sometimes instead of going through the front door, you need a different approach:

Daily Sales Tip: Keep the Conversation Going

Listen for opportunities in novel areas. Your clients may be holding back purchasing your typical offerings, but in dire need of one of your lesser known solutions.

When they tell you all spending has been curtailed, don't stop the conversation. Keep questioning and conversing.

Identify their top priorities for succeeding in this strange market. As they talk, listen for unusual ways you can assist them. Don't thumb your nose at minor projects. Nothing is too small to get your foot in the door and show the financial return you provide.

My philosophy is that small projects add up to big numbers, and I appreciate every one!

Source: Sales trainer/author Kendra Lee (

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