Hal Becker’s Ultimate Sales Book

LESSON 10What to Do Before the Sales Call

There is a big hole in training salespeople. This problem isn’t new; it’s been around for decades. The blame goes to the sales manager, entrepreneur, or person who is responsible for the salesperson. A typical salesperson is trained to start selling from the moment he walks in the customer’s or prospect’s door until the sale is made, or at least until he finds out why the person didn’t buy. A great salesperson is trained to sell before he walks into the customer’s building or office.

This is where the hole in sales training exists. If the salesperson understands the importance of preparation before the sales call, he or she will become much more successful. The points are fairly basic and have quite a ...