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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