Customer Listening
This is a Sandler Weekly Sales Tip from guest poster Shulman & Associates. The STORY: Nick figured that Heather was just another one of those prospects that had to run through every objection she could think of before making a decision. For the past 15 minutes, he had been doing nothing else and he was, he admitted to himself, gradually…
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Breaking the ice with new customers is based on the initial meeting or point of contact. With that, it is important to have an understanding of the prospect’s purpose and goals. Preparation and planning for that initial meeting is imperative. Although we use the word ‘meet’ to describe our first contact with new clients and others, what really matters is…
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