How Are You Going to Pay The Buyer For His, or Her Time?

The reality is the most buyers are poorly rewarded for the time they spend with sales people, listening to sales pitches, or viewing sales presentations. With that in mind how are you going to pay the buyer for his or her time in meeting with you? Just what will the reward be? What is Your […]

Added on September 17, 2009 John O' Gorman Asking Questions , prospects , Revolutionary Ideas , Sales Questions , telephone call

Ask Fewer Questions In Your First Meetings

Question With Care! Salespeople have been told to talk less and listen more. In this way they can gain a better understanding of the needs of their customers and prospects. That means salespeople are arming themselves with more and better questions aimed at qualifying the prospect, understanding his needs, eliciting information regarding the buying process, […]