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At the core of the development of a Key Account Management Strategy you need to look at two fundamental questions (i) Where are you now? and
(ii) Where do you want to be? Once you have answered
Despite what most people think, Selling is not about Telling. Salespeople believe that when they are sitting in front of a prospective customer they have to keep talking. In fact, they believe that the more talking they are doing the better. Of course, you have to present what you are selling but that comes later. What must come first is LISTENING.