Top salespeople quickly qualify prospects in tough times
Although less-experienced salespeople may spend slow times trying to generate as many leads as possible, the top producers are usually working more productively by focusing on disqualifying prospects. Before even starting the selling process, they ask the tough qualifying questions and quickly move on if the prospect doesn't seem likely to pan out.
Selling Power | 11/03
This story published in NAW SmartBrief on 11/17/2008
More from SmartBrief:
Successful sales, like golf, require a focus on the essentials
Friday, July 17, 2009
Get stories like these delivered daily for FREE:
|
NAW SmartBrief
Designed specifically for executives in the wholesale industry, NAW SmartBrief is a FREE e-mail newsletter delivered 4x/week. It provides the latest need-to-know news and industry information that maximizes your time, giving you an edge over your competition. Learn more |
|