Years ago when I was a Regional Sales Manager with Sprint, I remember a particular annual sales kick off meeting at which Bill Esrey spoke.
At that time Bill was Sprint’s CEO and he said that in order to close more business you need to develop your value proposition “on the fly” when meeting with your prospect.
I couldn’t believe what I was hearing.
In my sales meetings, and one on one coaching sessions, I put a great deal of emphasis on preparation. I encouraged my team to prepare their value statement and “product pitch” in advance of meetings so they would be ready when the time came to explain to the prospect how they would benefit from doing business with Sprint.
However, as Bill continued it became clear to me what he was really saying.
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.