Vision Group

Gain Trust of the Committee for a Formal Evaluation

March 2011 Newsletter

Sales and Marketing is a 3 Legged Stool

Gain Trust of the Committee for a Formal Evaluation

Sales and Marketing is a 3 Legged Stool

Have you ever wondered why a milking stool uses only 3 legs? With uneven ground, 3 legs provides the best stability.

Doesn't it make sense to want a stable sales and marketing framework to tackle the ups and downs of the market place?

We presented Aligning Sales and Marketing is a 3 Legged Stool at the Lake Superior Business Expo, on the 31st Mar 2011.

Gain Trust of the Committee for a Formal Evaluation

Last month we discussed how to First Gain Trust Then Meet the Buying Committee.

If you recall, I had gotten a phone call from my sponsor saying the buying committee wanted to meet with me.

I was excited, but, knew that to prevent potential surprises and to fully understand the needs of each buyer, I asked for the opportunity to interview everyone who would be attending the meeting. I surely didn't want to go into a large meeting without having tried to understand each persons perspective.

After having held a series of interviews with each key member of my prospects buying committee I was preparing to physically meet them in their offices.

Handling RiskAs I walked into the conference room I experienced a moment of "Sweaty Armpits". That moment where you know you have to get it right or there might not be a further opportunity to win a sale!

Read on to learn how I approached that critical "solution meeting" with this large prospect......

Buying Cycle Time Frame

Please feel free to call or email if you would like to discuss ideas around gaining trust or how to setup and manage a meeting with the buying committee.

Good Selling!All Star 2010

The Vision Group

Phone: 952 475 1475



The Vision Group helps small & medium sized organizations optimize one of their most expensive business assets:

  • Sales representatives
  • Managers of Sales & Marketing
  • Professional Services
  • Support personnel
  • Product management
  • Marketing personnel

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The Human Connection:

Gain Trust Then Business

Best Buying Experience

Effective Sales Prospecting

Consultative Selling

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Mike Bosworth & The Vision Group

The Missing Link in Sales
Mike's Story

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