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Sales Management
Last Updated: Dec 6th, 2004 - 18:07:16
Sales Management
How To Get Your Salespeople To Understand That Decision Makers Buy What They Need From Salespeople Who Understand What They Want
(Note About Author: Free teleseminar next week! What To Look For When Going On Joint Sales Calls With Your Salespeople
This is a great opportunity to preview our 2005 Yearly Teleseminar Packages for Sales Professionals and Sales Managers http://www.salestrainingcamp.com/t_bbrooks_jointcall.htm)
There's a very good reason why techniques like product or service references, quality claims and benefit claims don't work very well during the initial stages of the sales process.
1. When your salespeople meet a decision maker for the first time (either on the phone or in person), the decision maker always asks the same silent, unconscious questions:
Dec 6, 2004, 18:05
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