Posted under Sales
from 99 days ago

It is likely that your first sales call wasn’t very very good. You were like a dance partner that was dancing for the very first time. You didn’t open the call well. Nor did you set an agenda. There is no way you knew enough to describe the process you were going to work through with your prospective client, letting them know what the next step would be.

Your discovery was ill-informed. Someone suggested you ask your prospect what is keeping them up at night, and that was about the extent of your research. Your planning consisted of finding out the prospect’s address, and looking at their website.

All of your business acumen would fill a book. A matchbook. You knew nothing about your business, their business, and little about business in general. You could not have been anyone’s trusted advisor, because even though you were ...


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