LESSON 14Past, Present, and Future
I was having a discussion with a friend and was giving him some pointers on effective salesmanship. We were talking about the importance of questions during the sales call and why it’s necessary to use them. My friend understood the concept, but the application wasn’t truly sinking in.
During my explanation of the logic of the questioning process, something just came out of my mouth, and it even surprised me. I said, “You have to fix the past before you can move on to the present and future!” I thought to myself, “Hal, you have to remember this for future reference, because it’s really good!”
As I’ve said before, your goal in any sales call is to learn about the customer, her company, and what she wants. The ...
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