How to motivate the customer

02/26/2009 | Harvard Business Review

When your target customers are cutting back, you need a provocative sales strategy, say the consultants at TCG Advisors. Find a problem that would keep the CEO up at night, portray it in a novel way, then lodge your provocation with the right person. "Provocation-based selling helps customers see their competitive challenges in a new light that makes addressing specific painful problems unmistakably urgent," they write.

View Full Article in:

Harvard Business Review

Published in Brief:

SmartBrief Job Listings for Business

Job Title Company Location
Vice President, Science and Regulatory Affairs
American Beverage Association
Washington, DC
Director - Career Services
The Culinary Institute of America
Hyde Park, NY
Vice President, HEDIS & Performance Outcomes
CareSource
Dayton, OH
Director of Contracting and Compliance
CareFirst BlueCross BlueShield
Multiple Locations, MD