HOW TO RECOGNIZE A SALES EXPERT

Compare expert & amateur

An expert relies on dialogueAn amateur relies on monologue
An expert employs a strategyAn amateur uses tactics
An expert is proactiveAn amateur is reactive
An expert builds long term business relationshipsAn amateur conquers a prospect and moves on to the next
An expert seeks and receives referrals from existing customersAn amateur avoids contact with existing customers
An expert is sought out for advice by customersAn amateur provides unsolicited advice that is often ignored
An expert partners with customers for mutually beneficial relationshipsAn amateur exploits customer relationships
An expert is regarded as an innovatorAn amateur is often considered an aggravator
An expert has a strategy that includes a monitored planAn amateur “wings it” and hopes for the best
An expert’s business relationships survive customer personnel turnoverAn amateur’s business relationships are in jeopardy if personnel change
An expert comes to customer encounters with an objectiveAn amateur likes to “check in” with no particular plan

An Expert Possesses Comprehensive and Authoritative Knowledge in a Particular Area

PRIESSMAN IS AN EXPERT IN SALES STRATEGY

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