Recently I had updated our selling process/sales cycle at work and conducted a training session at our last sales meeting. This article hammers home some great points and areas to focus on in these early meetings with prospective customers. Read the article by Chris Bennett on why the discovery stage is so critically important to sales success.
Here is a great topic…..cold calling. I presently coach and teach prospecting and cold calling at my company when we have training seminars. It is the lifeblood of any sales career. Here is a great video from Selling Power with Keith Rosen talking about the sales process. Enjoy the video!