Head of Sales Department: Functions and Responsibilities

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You sell legal services to businesses. Having arranged a meeting with a decision maker, you go to the website of the arbitration cases registry and discover that five lawsuits for a total of 50 million rubles have been filed against the company you would like to sign a contract with. And at the meeting, you inform the client that some of these lawsuits for 30 million rubles are unfounded, and the rest can be successfully challenged in court. Your knowledge of their problematic situation may surprise the decision maker and become the key to signing the contract.

Listen actively .
Let the client speak, but discreetly manage honduras telegram number database the dialogue in a direction that is beneficial to both of you. Active listening helps to convince the decision maker, highlight the really important points and inspire trust. The method is based on open and clarifying questions, summarizing and placing the right emphasis.

Control your emotions .
Formal business communication is the basis. No liberties or familiarity, only an individual approach. Personal characteristics and features of decision makers vary: some need listening and time to assess the benefits, others are irritated by details, and with others you first need to establish personal contact. Understand how best to behave with this person and adapt to him.


Sample script for a conversation with a decision maker
For successful B2B deals, a manager needs to communicate well, quickly analyze the situation, and be able to improvise. Here is an example of how to build a conversation with a decision maker using the example of a company that sells packaging materials.