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Tactical Sales Strategy

sales strategy

I’ll never forget the time when I was working with a client and arranged for that client to meet with a buyer from a public agency. This was practically a done deal; the buyer reached out to me asking for recommendations for a company that could perform a short-term project. This was a potential win-win scenario for the buyer and seller to come together and close a relatively easy deal fast.

I set up the meeting, and anxiously awaited the good news! What could go wrong? I had a buyer with discretionary purchasing authority and a qualified MWBE vendor that could meet the specific need.

I’ll never forget the call, I got from the buyer a few days after the meeting. The buyer was frustrated and indicated the seller did not meet their expectations at all. It turns out that this buyer had a particular buying style and wanted to be presented with a high-level overview of the seller’s capabilities, capacity and ability to get started. The seller on the other hand was the type of person who wanted more details about the project and wanted to use the session as a Q&A, followed by a proposal. It was a complete disconnect.

I’ve seen this type of scenario also play out within my own business and at MWBE Matchmakers where deals that seemingly where a good fit failed to the hit the mark. It was not until I started examining my own preferences and selling style did, I see the potential for miscommunication and lost opportunities.

As the owner of a small business, I am the main sales person, I needed to get this right. I invested in (and eventually became certified in) Sales Training. Through sales training, I was able to connect with my own personal selling style which interestingly is very much like my entrepreneurial style. I tend to focus on the “big picture” and realized that buyers often wanted more details. Having this insight has literally changed the shape of my business. I no longer chase RFPs, I am closing deals for discretionary purchases, subcontracts, pilot program and lucrative consulting deals.

I’d love the opportunity to share this training with you. On Thursday, April 18, 2019, I am hosting a Strategic Sales Training for small businesses that want to sharpen their skills and gain access to the lucrative government market place that has billions of dollars in opportunities available without going out for bid. An overview what you will learn is here. Space is limited to 15-20 participants; we want to keep the event small and intimate for the best results. The fee is $395 (a huge discount -this type of training typically costs $995) and comes with a money back guarantee. If for any reason you are not satisfied, we’ll give you your money back – no questions asked.

Now is the time to jump on this opportunity. Over the next few weeks, there are several opportunities to connect with agency buyers with NYC, NYS and the Port Authority. And, let’s not forget fiscal year end for NYC is June 30.th which means there are opportunities on the table right now. So, please join me at the JKA Learning Center on Thursday, April 18th from 10 AM to 3 PM. I can’t wait to help you finally make your sales skills into a priority!

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