From "The Sales Blog" by S. Anthony Iannarino comes a good article on ensuring that you create value for your sales calls. Among Iannarino's suggestions:
- Know the Buyer’s Stage in Their Buying Process
- Confirm Your Agenda and Include Their Agenda
- Have a List of Powerful Questions
- Help Them To Better Understand Their Needs
- Help Them See Their Vision of a Better Future More Clearly
Iannarino conludes by noting that "to advance from commitment to commitment in moving your deal forward, you have to create the value on every sales call that will earn you the right to your next sales call."
Read the complete article online on The Sales Blog.
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