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ProActive Selling Control the Process— Win the Sale phần 4

xin chúc mừng, bạn đang chủ động. Nếu không, tại sao không? Khi bạn đang ở trong phía trước của một nhà quản lý cao cấp của công ty mà bạn đang kêu gọi, bạn sẽ làm hoặc nói những gì? Có phải bạn đang đi để thoát ra khỏi tài liệu của bạn? | 64 ProActive Selling Are we making the wisest choices with the limited resources we have Senior managers want and need to talk about risk. Salespeople come in and talk to them or at them all the time. They ask questions but not the right ones. They ask What would your role be if your company wants to implement our solution Are you the final authority for deciding on this implementation I wanted our senior manager to meet with you. Is this OK We have been working with some of your people and we just want to make sure we get your input. How do you see our relationship going forward Are these the types of questions that are keeping Russians and Greeks awake at night Risk is what matters to them. They need to make many decisions daily and none of them have a 100 percent confidence factor which is why these decisions and their risks keep senior managers awake at night. It is all about risk. What do you see as the biggest risk in a decision like this to you and your company What have you thought about regarding this implementa- tion and where you can minimize your risk How can we working together increase the probability of a successful outcome What do you see as the major risk factor with this project Initiate 65 What are the risks you face in the next 3 to 6 months re- garding this solution Senior executives are eager to talk to you about risk. It is what they face daily yet no salesperson wants to discuss it with them. Salespeople come into the office and try to sell something usually speaking Spanish and spew out a Feature Function presentation. Russians and Greeks care about value and they really care about the risks their decisions are going to have on the organization. What are the risks associated with launching this new product now instead of next quarter If I shut down capacity at this factory for a month to add this new piece of equipment what are the start up risks associated with that What will the risks be to all of my departments if I add this new process