February 2013
Beginner
224 pages
4h 29m
English
Content preview from Selling to Win, 4th Edition
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The vast majority of people involved in our great profession actually loathe making the sales appointment. And in many cases, otherwise professionally able and successful salespeople are pretty useless in using the telephone to fix a sales meeting (presentation). But the true professional must master this part of his or her business. So let’s go though the stages that will make it easier. Making it easier will, of course, make the results more effective.
This is the process of tuning your prospect list. If there is any uncertainty about who is the buying authority in each case it is now that the telephone call should be made to the prospective company.
Dial the company and ask the switchboard operator ...
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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.