Description
Ask important questions. Ask real questions. If you need
to rely on “How’s the weather?” or “Have a nice weekend?”
for your opening, fine. But thereafter, base everything you
ask on a simple principle: Never waste the prospect’s time.
That may seem like an obvious point, but it certainly isn’t
treated like one by most salespeople! Know when it’s time
to move beyond the litany of pointless observations on
décor, golf, the weather, or whatever. You came here on a
business appointment. There will come a point at which
your client will be ready to move past the small talk. Do
so, tactfully.
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