Hi Jon - Hi all,
My name is Mike, I work in the telecom industry (One of the big 3 companies) for the past 14 years starting as a BAE, then to Sales Manager, currently in Sr Manager / Director role. I have been in sales, sales management for roughly 20 years, I have only worked for 2 companies my entire adult career (not sure if thats good or bad!) I pride myself in developing talent, transfer of knowledge, partnership & culture within my teams. One time to help close more deals is to LISTEN to your client - we were given 2 ears and 1 mouth for a reason, Actively listening to your customers, taking notes (I like notebooks when face to face/ I think notes on your phones makes the potential clients think you are texting and not truly engaged) and learning about the business, so you can have an educated conversation with potential client instead of seeming like every other sales rep. Remember these businesses are their babies, their blood sweat and tears went into this “idea” they had and went for it, be a consultant!