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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. If you’re wondering what that means in practice, you’re in the right place to learn.
In particular, focus on relationshipbuilding, upselling and cross-selling opportunities, and hitting your sales quotas. Interpersonal skills A territory sales manager’s main focus is building and maintaining positive relationships with customers. Work on your confidence at selling, both in-person and online.
This is different from other sales techniques where you’d begin by engaging in relationship-building chatter, such as inquiring about the buyer’s weekend plans. A Challenger seller starts the sales call by immediately educating the buyer. They are telling, not asking, about the buyer’s problems.
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