A Conversation with Tom Lutz, National Managing Director of Sales at Deloitte
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A Conversation with Tom Lutz, National Managing Director of Sales at Deloitte
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In this episode of True Tales from the Virtual Trenches, Jeff interviews Tom Lutz, National Managing Director of Sales at Deloitte. Tom is responsible for overseeing the development and deployment of 250 sales professionals in the U.S., and in the 2019 fiscal year, he personally led his team to more than $4B in sales. A few key takeaways from the conversation include:
- Good listening and questioning skills require practice and effort - these don't just happen automatically. Learn how Tom took active steps to practice resolving objections.
- In order to differentiate among a sea of other professional experts, you need to find ways to appeal to both the head and the heart.
- Trust is the most important quality in building durable relationships. Successful business developers are constantly looking for ways to connect, demonstrate value, and build trust.
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