SALES TIP OF THE MONTH: FOUR CHALLENGES YOU MUST OVERCOME

By Cliff Kiel, Purchasing Power’s National Vice President of Sales. Connect: 

When you’re in sales, you’ve got your work cut out for you. First of all, it’s harder to get to people in today’s electronic world. Once you get that first appointment, you have to make sure your messages are on point to keep their attention, get to the decision-maker and set yourself apart.

A July 4 article in LifeHealthPro.com by Anthony Iannarino talks about the four challenges we all face as salespeople:

  1. Gaining a first appointment
  2. Developing latent dissatisfaction
  3. Gaining access to stakeholders
  4. Differentiating yourself

There are many articles written about these topics, but Iannarino’s article does a particularly good job of outlining the challenges and offering great advice on overcoming them. Check it out. Some of his solutions include identifying your client’s pain points, creating value and differentiating your solution. Don’t forget our broker portal is chock full of this kind of material to help you sell our employee purchase program.  And, of course, we’re always here to assist you personally.

 

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