Publication Date: January, 2011
Do your salespeople make this mistake?
When a new prospect initiates a call to a salesperson, many salespeople fail to ask one of the most important questions of that prospect: “What steps have you taken thus far in your decision-making process?”
It is vitally important for the salesperson to learn what stage of the buying process each prospect is in. Is the prospect just thinking about this idea, perhaps wondering if they have a need to do something? Or, conversely, has this prospect already been meeting with some of your competitors and now likely shopping price?
Slow Down, Sell Faster! Sales Model will show you how to fix this problem.
Visit the Slow Down, Sell Faster! website for more information, and to download Chapter 1 of Kevin’s new book.