Top Highlights

• know about the organization’s past experiments in finding effective ways to attain important objectives.
• As a salesperson, your job is to help the client do things better. The only way to do that is by finding out how and why the client is doing things now. That means you’ve got to ask the client questions. And listen to the answers.
• Sales Technique #1 Know What You Want Before You Walk in the Door
• What are you planning to ask for at the conclusion of the meeting?
• the Next Step must be helpful, logical, and easy for the prospect to agree to. It must also be connected to a specific date and time.