Some years back, I was requested to take on a temporary secondment as a lone wolf within the IT division of a Fortune 500 Group. My assignment, as described by the Group MD, was to close £multimillion value deals, which were being lost because their technical geeks were meeting the client’s geeks and missing deals by constantly talking product i.e. going by the close!
Whenever the timing was right, I would go to the meeting with the technical representative, who would introduce me as, “Hi, this is Alex from our accounts department who wants to learn more about our sales division, are you okay with him sitting in today?” which invariably they were. I would remain steadfastly silent until I chose the right time to ask the client a few simple questions, and then simply close the business.
Those very same questions are part of Drummond Sales Training’s training sessions, bringing great success to our clients’ sales teams.
Alex Blackwood – CEO
Drummond Sales Training
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