CHAPTER 4
BEFORE THE APPOINTMENT: HOW TO PREPARE SCREEN TO SCREEN CONVERSATIONS FOR CONVERSIONS
Sales are easy. Salespeople make sales hard.
—MIKE WEINBERG, AUTHOR OF NEW SALES SIMPLIFIED
To increase sales, you need to increase the number of meetings with the right people at the right time. In previous chapters, I identified the irritants and barriers to hosting remote meetings, and then I outlined the technology that can help you facilitate these conversations. Now I will show you how to use those tools to better prepare for as many appointments as possible without leaving your desk.
Checklist 4-1 SALES PERFORMANCE
In her book Nonstop Sales ...
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