the ceo magazine, sales,
Ken Rutsky, Founder & President, KJR Associates, Inc.

In the late 1980s I had the privilege to attend IBM’s vaunted sales training.  We learned techniques for rapport building, need finding, objection handling, and closing, even including, and I kid you not, the highly praised “assumptive/alternative close” which went something like, “Do you want that mainframe cabinet in White or IBM Blue?”

But most of all, we learned and practiced the hallowed technique of  “NFAR”, or Need, Feature, Advantage, Reaction. The idea being – question until you understand need, then describe your feature and its advantage, then wait for the reaction.  

Kirk Krappe, Co-founder & CEO, Apttus

Your B2B customers expect services and products now. They expect these things quickly, and they expect fulfilment over any channel. Some may blame Amazon; the ease of use that people have come to expect out of B2C has carried over into what they expect from B2B. Others might hold the sheer accessibility of information (the Internet), services (apps like Uber or Instacart) or people (channels like Skype or WhatsApp) accountable.

Contact

Follow The Blog

   Email * 
Subscribe to Syndicate

Blog Categories

Blog Authors

kajabi
eclub

EC

ad5
ad6

ad7

ad8