One thought on “Strategic Selling Skills”

  1. I like the simplicity of Craig’s advice. Being present in the situation and applying these skills with a customer extends far beyond showing up with a pitch or script. For instance, an element of listening critically, is thinking and responding situationally. I have seen far too many situations where a customer is explaining an issue or concern and the sales rep is searching their memory for the scripted answer or ready to jump into the conversation with their next ‘talking point’. For those who master the skills of ‘listening critically’ and ‘thinking/responding situationally’ will standout from their competitors and diferentiate themselves as someone who is earning the business.
    – Brian Zanghi, CEO, Kadient

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