LinkedIn Poll (CONT’D FROM PAGE 22)
Instead of “What’s your budget?” they ask “What happens if you don’t solve this problem?” Instead of “When are you looking to make a decision?” they ask “What would success look like six months after implementation?” Instead of “Who else are you looking at?” they ask “What criteria are most important in your evaluation pro- cess?” These aren’t clever techniques or manipulative tactics. They’re the natural questions that come from genuine cu- In an age where buyers can research solutions online, compare vendors through reviews, and even make pur- chases without talking to salespeople, the value you bring isn’t product knowledge or presentation skills. Your value is your ability to help prospects think through their situation more thoroughly than they would on their own. That requires understanding their world well enough to ask questions they haven’t thought of and provide per- spectives they haven’t considered. You can’t do that by performing, competing, or recit- ing technical specifications. You can only do it by being genuinely curious about their challenges and invested in helping them succeed. riosity about the prospect’s situation. Why This Matters More Than Ever
Follow Board Converting News on LinkedIn and Facebook to get the most current news and information for the corrugated and folding carton industries.
Len Prazych at 518-366-9017 lprazych@nvpublications.com
CONTINUED ON PAGE 26
MARK NEELY Training and Consulting Services
■ Mark has over 25 years experience delivering Sales and Negotiation Training to the Corrugated Packaging Industry ■ Using a 360º approach to developing both External as well as Internal relationships, Mark will help your whole team work together to expand your customer base, create closer ties between departments and build profits ■ Mark specializes in Customized Training Programs and Consulting Services that are created by matching your company’s capabilities to the goals you have set
■ Prospecting and Leads Generation ■ Trust Building and Di erentiation ■ Sales Results Measurement TRAINING TOPIC EXAMPLES
■ Sales Management ■ Building Cooperative and Collaborative Teams ■ On-boarding of New Sales Reps CONSULTING SERVICES
and Accountability ■ Negotiating Skills
310-346-5476 markneely5476@gmail.com ■ www.markneelyseminars.com
24 January 19, 2026
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