Trust, but Verify

Ronald Reagan popularized this phrase during his presidency, most often when dealing with the Soviet Union.  What does "Trust, but verify" have to do with selling?  Enterprise sales people will have insiders and sponsors who will keep them current on the politics and project status.  Successful enterprise sales people trust their sources, but verify and test the information with others in the account for accuracy. 


Happy 100 Mr. President. 

Profit from your Common Sense – Good Selling 
Mark Weisberger

Posted by Mark Weisberger at 2/7/2011 6:06 PM
Categories: Common Sense Selling
Tags: complex sales complex selling Enterprise software sales professional sales prospecting sales training Selling Twitter
 

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  • 3/8/2011 11:18 PM Sean Cockrell wrote:
    Mark,

    I vehemently agree with this! Even after many years of selling I have been caught in the trap of trusting guidance from well intentioned supporters that led me down the path of failure.

    There is an art to validating coaching without losing support from your coach. I like the concept of coaching your coach. Help them help you. Explain to them what may be happening elsewhere in the account and let them assist you through steps to validate your information and sales plan.
    Reply to this
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