THE VOICE OF OUR CUSTOMER
We’ve already mentioned that as we researched and developed this content, we spoke to hundreds of “buyers,” some within our own customers’ organizations and many within organizations that were new to us. As we learned more about the habits that hold people back in sales, two distinct categories regularly emerged in our interviews: sales veterans and sales rookies.
It is universally recognized that the veteran salesperson is unquestionably a unique case with several identifiable tendencies when it comes to ineffective habits with his or her customers. The salesperson newer to the game also was felt to exhibit predictable tendencies, and in fact a new, very special breed of salesperson has been born: the sales “draftee.” ...
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