As a sales and leadership expert, I have worked with sales executives on having enterprise conversations with their customers. Enterprise conversations go way beyond price. The enterprise conversation is about how much money and time one will save over the lifetime of a product. It is about gaining better utilization, efficiency and overall results. If you have the right enterprise conversation, the price of your product/service will often be the last thing you talk about. Watch this video to see how to have an effective enterprise conversation.
As a sales and leadership expert, I have discovered that people often feel powerless over people’s reactions—and that is simply not the case! When we find ourselves stuck in the same place in our conversations, getting the same results, our first reaction is often to blame outside circumstances—the things beyond our control, which is usually the people we’re talking to. To turn the tables and IMPACT others who are critical to our success, we need to understand how to change the conversation to achieve better results. We need to embrace our ability to IMPACT the outcome.