Posted under Sales
from http://thesalesblog.com 88 days ago

When you think about how much time you spend actually selling, it isn’t very much. I mean, really selling, you know, when you are sitting face-to-face with your prospective client engaged in a dialogue around change.

Look at your last week’s calendar. How much of your time was spent face-to-face (or ear-to-ear) with your prospective clients. Heck, add in the time you spent with your actual clients, and it still isn’t very much time. That means the time we spend with our prospects and clients is too valuable—and too rare—to not put a little thought into what we are going to do with that time.

Why, then, would you not spend 15 minutes preparing to be successful where and when it matters most of all? Why wouldn’t you design a plan to achieve the outcomes necessary to create and win opportunities, accomplishing what is ...

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