May 29, 2018
Unsuccessful salespeople jump too quickly into building a proposal. This is especially true in the B2B space. They do this solely from what they hear the prospect say. They fail to deeply understand the full challenge. Too often proposal they propose, is wrong!
Successful sales people:
If you fail to discover all the requirements, you are forever chasing a ghost requirement. Fully understand their wants, desires and needs.
Ganesh’s book has 10 principles for successful B2B selling. Here are the top three principles to never lose the deal:
Focus on your prospects business decision making criteria. Once you unravel and understand you can adjust your sales process accordingly.
Free Copy of the Book: http://freeneverlosethedealbook.com/bookdownload-2/
Let’s keep the babble going. Here are past episodes you’ve gotta listen to:
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