Putting It All to Work for You—A Review
Now that you understand the five steps of this process much better, let's see what it looks like when you put it all together as a more relevant scenario for you, the business consultant. Let's watch a play called “The Sale That Wasn't a Sale.”
You: Hi, Mr. Smith, thanks for calling and making time to meet. You said you wanted to talk about something you read in one of my articles. Which one was that again—The Problem with Salespeople Who Suck?
The Client: Yes, Mr. Jones, that's right.
You: Call me Johnny, please. What exactly does your company do?
The Client: Sure, no problem. We're a local manufacturing company that makes injectors for locomotive diesel engines. We do about $25 million a year. I called because I was reading your article on what drives poor sales performance and I wanted to talk with you more because we've got some really horrible salespeople right now and they're killing us!