5 Tips for Selling a Service Now

David Spector of Google
I-Wen Hung
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Feel Your Clients’ Pain

It’s easy for a salesperson to become frustrated with a prospect amid endless haggling over price and once-routine contract terms. But instead of anger, you should focus on empathy. “Times are tough right now for everyone,” says David Spector, who works for Google in its New York City office selling the company’s measurement and analytics product lines. (Spector also helped to found a sales club at MIT.) “It’s important to realize that clients are suffering along with salespeople -- there is a direct correlation,” he observes. “Companies need to be laser-focused on their customers and the customers’ challenges, always making sure to be answering the question, How can what I have help you succeed?"