Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

SALESPERSON DEFINITIONS

Let’s get started with some important definitions:

Sales clown. A sales representative often has poor follow-up, dresses like a slob, cares about himself or herself more than the client, is commission-driven in a bad way, uses poor English, always looks for the easy way out, is focused on the negative, works a strict nine-to-five schedule, makes excuses rather than sales, has no written goals, and lacks a well-considered sales process.

Sales professional. Anyone can be a sales professional. It takes more effort to be a sales professional, but it is definitely worth the extra work. Sales professionals think about solving the client’s problems in the most clear and efficient way possible. They are always on. Their responses ...