Question:
What is sold first? Is it Sales Person or his Product/ Service. I am sure only when a sales guy has been bought will the prospect buy you product/ services. I think I have sold myself with a client. He has given me some 50k business. He has more opportunities, which he is not extending to me. He knows he can trust me. However I am unable to scale this account. What do you think is wrong here? Is it my approach or my wrong analysis on the available opportunity?
Answer:
You are looking at this situation the correct way. In order for you to get $50,000 in business, you must have a $50,000 sales relationship with this customer. In order to “scale” the business, you must also “scale” the relationship. It appears to me that this has not yet happened.
Please do not get discouraged. There is a lot of potential for you with this situation. My guess is that you need to invest more in Act 2, 3 and 4 of the Action Selling process. Do you know these terms? If not, I highly recommend reading our book, Sales Book: Action Selling.
If you have more sales training or sales related questions, please contact us at 1-800-232-3485.
Thanks
Action Selling 