Tangibilizing©’ Ambiguity: 2 Challenges Facing Your Sales Team

August 5, 2015

If you can’t define it – you haven’t ‘tangibilized’ it.

This blog is the second in our Sales & Business Development blog series. Read our first blog, 6-Step Approach: Increase the Probability of Sales Success With a Disciplined Sales Methodology.  This will help you understand how to approach your sales methodology and sales strategy.

Before we continue you might be wondering what 'tangibilizing' means. ‘Tangibilizing’© is the process of taking ambiguous language and through the questioning process precisely defining the terms.  You can then completely describe the client situation in concrete, defined, specific terms. Keep that in mind as you continue to read this blog, and our entire business development series.

The Basics of the Relationship Sales Process

In the relationship sales process, clients want you to be a confidante and resource who understands and is working to help solve their business challenges.  They are looking for someone to provide advice and partner with them, moving up the trust ladder together.  They don’t want to feel like they are ‘being sold’!  (Clients can definitely tell if you're there just for a quick sale.) If you want to succeed at relationship selling, everything about your approach must reflect this proposition.

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Differentiation: The Make or Break Sales Skill
Differentiation: The Make or Break Sales Skill

3 Steps to Matching & Positioning Product for Maximum Impact We...

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6-Step Approach: Increase the Probability of Sales Success With a Disciplined Sales Methodology
6-Step Approach: Increase the Probability of Sales Success With a Disciplined Sales Methodology

Welcome to Part I of our Sales and Business Development blog...

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