Veteran salespeople realize that our first appointment (qualifying) rarely goes to plan. Even if we have every question prepared in our minds, or on paper, the prospect will likely be able to share something with us that we didn’t expect. Perhaps an unexpected participant, a previous bad experience, etc. We may hear something like: We [...]
Have you hit the proverbial wall in your sales even after increasing the amount of presentations you make? If so, I would highly suggest to examine your sales process particularly in the area of closing. Assuming your presentations are with qualified prospects, addressing the area of closing can bring very positive results. The consultative selling [...]
EverythingNetworking Show - Rollis Fontenot III of Sales Coach Site was a guest on July 20, 2010.
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