Salespeople show up and throw up. They show up and vomit on their prospect! They vomit product knowledge and information. The one thing that a salesperson knows more than anything else is their product. Hence, the more a salesperson is trained in product knowledge, the greater the likelihood of them wanting to present their product […]
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Here’s how you know if you’re making assumptions: You go in, you talk to somebody and then you give a presentation. And then you find out after all said and done, they got a silent partner that they need to run it by. You made an assumption you were in front of the person making […]
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Here’s a secret for you… The only way you’ll know what a prospect is thinking is when they open their mouth and tell you what they’re thinking. And the only way you will know what they’re thinking is to get them talking about what they’re thinking… And the only way to get them to talk about […]
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