Fire your undeserving customers, don't lock them in.
Qualify at every turn. Call it "trial closing" if it makes you feel better.
To qualify a prospect, you must first know what you are, what you believe in and what you stand for.
And most of all, be prepared to see - no - search out reasons the person in front of you is not a prospect and does not match your ideals or what you stand for.
Again, I doubt very much, any of your OEM sales training ever stresses this, simple point.
Your 'solution' does not fit everybody.
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