Comments on: A time to sell http://www.theaccidentalsalesman.com/sales-meetings-presentations/consultative-sellig/a-time-to-sell/ Free online sales training with Richard White Thu, 12 Jan 2012 15:36:35 -0500 http://wordpress.org/?v=2.8.6 hourly 1 By: Richard White http://www.theaccidentalsalesman.com/sales-meetings-presentations/consultative-sellig/a-time-to-sell/comment-page-1/#comment-258 Richard White Fri, 29 Jan 2010 11:26:23 +0000 http://www.theaccidentalsalesman.com/?p=1726#comment-258 Hi Jeremy Thanks for your comment and opinion - I do not agree that you HAVE to play hard sell with a long standing client. In my experience of building many major accounts, if a trusted relationship exists then you do not and also SHOULD not use the hard sell if you want that trusted relationship to last the time it takes to leave the building. However, if the relationship has never moved much beyond transaction level - even though they are a long standing client - then I can see how hard sell can be an option. Not an option I would use beacause I always go the trusted adviser route. Best wishes Richard Richard White TheAccidentalSalesman.com Hi Jeremy

Thanks for your comment and opinion – I do not agree that you HAVE to play hard sell with a long standing client. In my experience of building many major accounts, if a trusted relationship exists then you do not and also SHOULD not use the hard sell if you want that trusted relationship to last the time it takes to leave the building.

However, if the relationship has never moved much beyond transaction level – even though they are a long standing client – then I can see how hard sell can be an option. Not an option I would use beacause I always go the trusted adviser route.

Best wishes

Richard

Richard White
TheAccidentalSalesman.com

]]> By: Jeremy Jacobs http://www.theaccidentalsalesman.com/sales-meetings-presentations/consultative-sellig/a-time-to-sell/comment-page-1/#comment-257 Jeremy Jacobs Fri, 29 Jan 2010 11:10:48 +0000 http://www.theaccidentalsalesman.com/?p=1726#comment-257 It's all about balance Richard. Sometimes of course, you have to play "hard sell" with a long-standing client. It’s all about balance Richard. Sometimes of course, you have to play “hard sell” with a long-standing client.

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