Who Is Leading Your Team To Success?
Eliminate Unpaid Consulting
How to prevent your sales people from being unpaid consultants.
Sales Tips from Rochelle Carrington
Don't spill your candy in the lobby.
When you go on a sales call, you bring with you a “box of candy,” which is your expertise and knowledge. If you start sharing that with your prospect too early, it could easily derail the meeting.
The best way to help your prospect early on is not by 'dumping candy' or 'features and benefits'.
It’s starts by asking questions to try to see if you would really be a good fit for them.
The Sandler library of books includes two Amazon and Wall Street Journal best-sellers, as well as the best-selling sales classic for any sales book ever.