Top Highlights

• However, what we need is a way to improve how we sell on each and every sales call.
• There is a motto for ProActive salespeople, and it is: Tactics before strategies within a process. It’s that simple. Successful salespeople sell in a process. Within that process they should use tactics and then combine them with a sales strategy, rather than strategize an account and then implement tactics. It’s important to put the pieces of the ...
• Putting strategies first makes salespeople reactive. Because their tactics are poor, they are getting poor information in the development of their strategies. Putting tactics first allows the salesperson to gather quality information during a sales call so the strategy part of the sale has complete and competent information.
• The number one reason salespeople lose an account is that they are out of control of the sales process. Period.
• Salespeople must learn the tactics of how to control a sales process to increase their chances for success