12
Honing your selling skills
Topics covered in this chapter.
- How to qualify a lead.
- How to structure and run a sales meeting.
- The difference between features and benefits.
- What to do if you are faced with difficult questions from your lead.
- Tips to help you write a winning proposal.
- How to win a competitive pitch.
The previous chapter dealt with the ‘process’ side of successful selling. This chapter looks at the practical selling skills you will need to convert the opportunities that come your way.
“Half the battle is selling music, not singing it. It’s the image, not what you sing.”
ROD STEWART
How to qualify a lead
Anything related to marketing and selling is non-chargeable time, which takes you away from doing what you love – servicing ...
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