Embedding a Deep Understanding of Prospective Clients
SalesIt’s all about setting goals and achieving them, but how do you ensure success once you have found or connected with your prospect? How can you get your sales to the next level? This process has two simple steps that are essential. The first step would be to maximize your discovery call by zeroing in on their needs; this helps to spark a willingness to speak. Instead of over pitching, listen. Once need is established, ask upfront questions about buying ability. For example, you could ask “What is the time frame to purchase, and who needs to be involved in the decision making process?” and “When are you...