02. a. Do the Right Thing

In the earlier set of lessons (Lesson 1.a. to Lesson 1.c.), we had explored two of the challenges that salespeople are faced with, namely delayed and discount driven sales. We had also looked at the reasons for these.

In Lessons 2 – 5, we look at what salespeople can do to overcome these challenges.

In this video we begin by looking at whom we should be speaking with at our customer’s organisation and what exactly are we to speak with them when we get there.

Note: Once you are done studying this video, scroll down to take the quiz mentioned below. Acing the quiz will give you fifty points and a chance to go atop the leaderboard.