Let's face it. People can no longer be "sold", let alone tricked. With information at their fingertips such as with the Internet they can find out almost anything in a matter of seconds. However, unfortunately, there are many companies still training their salespeople to use the outdated approaches. Prospects not only see them coming but they also consider such techniques to be insulting. 1 do say "outdated" because, in our knowledge based economy, more and more sales tactics are being frowned upon with each passing day.
Work with your customers to refine the niche opportunity. As we tailored a financial services program for credit unions, we asked for feedback at every step and from all constituents — sales people, supervisors, executives, and directors - and we refined our product accordingly. In the early days, we wanted the credit unions to manage the program in house.
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