CHAPTER 11
Structuring Winning Sales Calls
We don’t go on sales calls. We conduct them. The professional salesperson isn’t riding along in the back of an airplane. She’s in the left seat, up in the cockpit, with her left hand on the yoke, right hand on the throttles, and feet on the rudder pedals. Think pilot-in-command. There’s nothing passive about it.
A flight has a proper and logical sequence of events. We check the weather, file a flight plan, and do a preflight inspection of the plane. We run through a checklist on the ground, start the engine, and scan the vital instruments. We decide when it’s time to taxi away and then request permission to take the runway. From there we execute the remaining segments of the flight: takeoff, climb out, ...
Get New Sales. Simplified. now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
