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Your sales pitch for each of these prospects should highlight different features and case studies to cater to their priorities. Be prepared to navigate discussions and sales pitches with multiple parties to close the deal. Understanding their decision criteria enables you to tailor your pitch to what matters most to them.
To successfully negotiate a contract in today’s sales climate, you need to prioritize relationshipbuilding over persuasion, practice active listening, and empathize with your customers’ challenges. Address concerns without relying on generic scripts or pitches and give them personalized recommendations.
In particular, focus on relationshipbuilding, upselling and cross-selling opportunities, and hitting your sales quotas. Because territory managers regularly engage in face-to-face and virtual sales with customers and prospects, you must be willing to travel and comfortable with pitching and presenting.
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