Sell Now! by Stacia Skinner & Brandon Yusef Toropov

Author:Stacia Skinner & Brandon Yusef Toropov
Language: eng
Format: epub
Tags: Sales, Customers, Business
Publisher: F+W Media, Inc.
Published: 2011-07-15T00:00:00+00:00

Getting the Sales Interview Dynamic Right

Technically, of course, you you’ve been gathering information about the prospect’s organization from the very moment you first made contact. As a practical matter, however, the act of gathering the hard facts that will go into the presentation or customer-based proposal begins with the first scheduled discussion. The first hurdle in this all-important sales interview is trust. The prospect doesn’t know you and has his or her guard up. You need to create an atmosphere of collegial free exchange if you hope to get the information you need.

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