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July 28

Umar Hameed

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The sales manager said, “We spent a lot of time talking about how to sell on value.” But the sad reality was that his salespeople caved in on price every chance they got. The sales manager tried incentives, negative reinforcement and “Jewish Mother” guilt. Nothing worked.

When I met with the team I realized that the sales team did not trust the people in other departments likeĀ supports, marketing and finance. The distrust made them think that the company would not live up to the deal. With this mindset they found it difficult to ask for top dollar and setup a culture of discounting. Once I uncovered that it was a trust issue we had a place to start.

Watch this video to learn one of the tools I used to unite the team.

About the author 

Umar Hameed


Tags

Rapport, trust


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