Posted by Ray Collis
4. Listen, Before Talking, During The Meeting
10,2010
The following questions will help you to identify and address a buyer’s needs: • What does the buyer want to achieve? • What does the buyer’s company want to achieve? • What are the key business drivers in this area? • What is the underlying opportunity, or challenge facing the business? How big is it? How [...]
Posted by Ray Collis
During The Meeting
06,2010
In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest. But, what exactly is the purpose of that first meeting and how to maximise its success? For example, how speedily can you qualify the opportunity? To help you we have pulled some of the key points from [...]
Posted by Ray Collis
7. Make It Easy To Say ‘No’, During The Meeting
09,2009
Just how many questions can you answer on an initial call, either by phone, or face to face?
