In [[How you make the sale]] a ''//flagging landmine//'' is defined as a hidden piece of information that, when you stray across it, it carries the danger that it might blow your sale completely away. Generally applicable landmines include:
# Previous bad experiences with the company you represent
# Previous bad experiences with the product you represent
# Previous bad experiences with //you//. You can't remember them all but people will remember you
# Unarticulated loyalty to a competitors product
# Commitment to buy from someone else (using you as a second bid)
# Embarrassing fact (bad credit) that the customer does not want to reveal
# Conflict between two parties at the buying side
# Talking to customers far //above// or //below// their level of understanding.
## In the first case (above) you lose them
## In the second case (below) you irritate them
# Addressing your sales pitch to the wrong person/group within the customer
# Assuming you know what the customer drove to your product / market. ''Don't assume: ask!''
bag
sales_public
created
Fri, 10 Jun 2011 16:12:37 GMT
creator
dirkjan
modified
Fri, 10 Jun 2011 16:12:37 GMT
modifier
dirkjan
tags
How you make the sale
Term
creator
dirkjan