Hello everybody,
Our next column entitled “Yessssss!” follows directly. But this week we also wanted to make you aware of a parallel column we are now writing each week for business owners and managers responsible for recruiting, training and deploying salespeople. It is co-written by our chief psychologist Dr. Christopher Croner and focuses on assessment and interviewing research and techniques, as well as some of the deeper psychology behind the selection and development of successful salespeople. If you are interested, click here to check it out and to sign up if you are so inclined.
Now . . . Back to the Art & Science of Selling Through Relationships!
Yessssss!
Every meeting and every phone call you make to a prospect must end with a call to action or you have virtually wasted the call. Remember, in this case we are talking about prospects, not current clients, so this requires a different mindset . . . one designed to advance the relationship toward the first transaction, and that means being proactive and focused. Read More