July 2012
Intermediate to advanced
240 pages
5h 47m
English
Content preview from ProActive Selling, 2nd Edition
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CHAPTER 5
How to Begin and End Every Sales Call
YOUR HOMEWORK IS DONE, and you’re well prepared. You’re in the right prospecting frame of mind. You can’t stall anymore. It’s time to get out there and start selling. It’s prospecting time.
The goals of prospecting (“Initiate”) were discussed earlier. They are:
Introduce yourself (Goal 1)
Introduce your product/service (Goal 2)
Determine whether to continue on through a Buy/Sell process (Goal 3) ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.