Juhtimispõhimõte #46

Key Principle of a Leader #46: The sales pitch starts when client says no

Selling is like art and it starts by offering the customer value added to increase the customer’s satisfaction. Imagine a situation where the customer brings the goods he’s picked out up to the counter: The salesperson rings up the purchase, issues the receipt and reels off some words of thanks for the purchase. In this situation, the salesperson is in the role of the service person and didn’t actually sell anything.

The goal of sales is to get the customer to say, instead of “no”, “wow, you offered me something truly useful – something that didn’t even occur to me”. Now that’s top-notch selling.

View all the the key principles of a leader on our blog or YouTube channel.


Urmo Vallner

Urmo is a financial manager and consultant with years of experience to draw on. He is also a very reliable manager of change and an engaging trainer. He has managed finances for the Eastern and Central European region of security concern G4S, took Tallinna Kaubamaja to the stock market, developed and implemented the Selver concept and has worked in Russia. He manages money and makes it grow.