• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Weekly Sales Tip
  • |
  • 303-741-6636
kla-logo

KLA Group

IT Sales and Marketing Agency

Menu
  • SERVICES
      • Digital Marketing
      • Custom Website Design
      • SEO Consulting
      • Email Marketing
      • Content Development
      • Marketing Coaching
      • Software Development
      • Our Process
      • Revenue Generating System
      • Digital Marketing Services
      • Sales Training & Coaching Programs
      • Sales Training Programs
      • How to Cold Call
      • Consultative Selling
      • Email Prospecting
      • How to Ask for Referrals
      • Lead Generation Training
      • Sales Coaching
      • Sales Process
      • Sales Hiring Coaching
      • Outsourced Sales Management
      • Sales Assessment
      • Contact Us
  • WHO WE SERVE
    • ConnectWise Evolve
    • IT Managed Service Providers
    • IT Solution Providers
    • Sales Consultants
    • B2B Companies
    • Phone System Providers
  • ABOUT KLA
    • About Kendra Lee
    • Hire Kendra Lee to Speak
    • Meet the Team
  • BLOG
  • RESOURCES
    • Books by Kendra Lee
      • The Sales Magnet
      • Selling Against the Goal
    • Ebooks & Guides
    • Events
    • Weekly Sales Tip
    • Thoughts About Generating Revenue
    • Coffee with Kendra
  • Contact us

Are you being tested for sales management and don’t know it?

Published on May 4, 2016 Categories: Sales Strategy
Handling Yourself with Decisions

Recently I had the opportunity to observe a sales person who was put in the buyer position on behalf of her company. Without her realizing it, the business owner was evaluating her readiness for a sales management position and this was just a test.

The services that she was evaluating were ones that required a consultative sale, much like how she herself sells. She was comparing two different solutions.

What I observed was rather interesting.

You would think that selling to your peers and knowing how challenging sales can be, most sales people would actually be nicer and more respectful than many prospects.

But what I’ve observed is that there are two types of sales people turned buyer.

  1. The first type are those people who are focused on making the best decision for the company. They want to make a smart, informed decision. But these sales people also understand the challenges of the sales role. They are respectful. They listen. They ask good questions. All the while they keep the company objective in mind. While they weigh all the options, they’re very direct about what they are thinking, and what’s important to their company in this decision.
  1. The second type of sales person buyer is one who feels the power of finally being in the buyer position. These buyers are demanding. They dictate the specific time that they can meet – with no flexibility. They ask a myriad of questions. They want numerous references and examples. They raise countless objections. They want to know what the ROI will be down to the penny. They almost treat their fellow sales person imperialistically. The power has gone to their head and they are going to emulate every difficult situation that they have experienced as a sales person.

While you may not realize it, this opportunity to make a buying decision on behalf of your company is an indicator of your readiness to handle an important aspect of management – using outside resources to achieve company goals.

It’s an initial step and how you handle yourself is just as important as the buying decision itself.

The first type of sales people is ready for leadership. The true objective that they have been missioned with, to help the company with an important buying decision, is not forgotten in the face of decision making power.

In this scenario I’m focused on readiness for a sales management position. But it could just as easily be a marketing staff person being evaluated for a marketing management role. Regardless of your position, when you are asked to step up and assume the buying decision, don’t let the power take control.

Instead use this opportunity to demonstrate your clear thinking and alignment with your company’s vision. Show your ability to work in partnership with vendor sales people to fully evaluate the right decision for your company at the right price, with the right terms.

When the final decision is made, not only had it better be the best one for the company, but you’ll have to work with the salesperson who sold it. It’s better to start the partnership during the sales cycle than mend fences later. When you do that, you demonstrate your ability to move closer to management.

 

 

 

 

 

 

 

Primary Sidebar

Join Us

The Secret to Increased Sales Productivity in a TikTok World Kendra Animated

Don't miss this opportunity to prospect and close sales faster.

RSVP

Get Your Guide: Build and Protect Your Sales Funnel

KLA 45 Ways

Use these strategies to protect your current clients while generating new leads.

Download It Now

Find Us On Youtube

Get Connected


Get Connected

Categories

  • B2B Lead Generation & Marketing
  • blog
  • Christmas Parodies & Holiday Blogs
  • Email Marketing
  • General
  • Revenue Generating Success Strategies 
  • Revenue Generating System
  • Sales Hiring
  • Sales Prospecting
  • Sales Strategy
  • Sales Tips & Tricks
  • Sales Training Development
  • Selling in Pandemic
  • SEO
  • Success Strategies
  • Videos
  • Website Design
  • Winning New Customers

Footer

Services

  • Digital Marketing Services
  • Sales Training
  • Sales Process
  • Hire Kendra to Speak
footer-logo

Resources

  • Blog
  • Coffee with Kendra
  • Events
  • Ebooks & Guides
  • Newsletter
  • Weekly Sales Tip
  • Books by KLA

About KLA

  • About Us
  • Who We Serve
  • Revenue Generating System

Contact Us

Call +1 888-305-0471Contact Us

Join Us

Subscribe OptionsCoffee With Kendra
  • Privacy Policy
  • Sitemap

© 2023 KLA Group. All Right Reserved.

Talk with an Expert

Name
This field is for validation purposes and should be left unchanged.

Lead Generation Syllabus

Name
This field is for validation purposes and should be left unchanged.

Sales Coaching

Name
This field is for validation purposes and should be left unchanged.

How to Ask for Referrals Syllabus

Name
This field is for validation purposes and should be left unchanged.

Email Prospecting Syllabus

Name
This field is for validation purposes and should be left unchanged.

Consultative Selling Syllabus

Name
This field is for validation purposes and should be left unchanged.

How to Cold Call Syllabus

Name
This field is for validation purposes and should be left unchanged.