Written by Aaron Prickel Monday, 20 July 2009 17:14
Sales superstars plan before going on a sales call. They script out what questions need to be asked and the most effective way of asking. Every prospect has a unique situation with unique problems. Sales superstars make sure that they are prepared to uncover any pitfalls for the exact situation that they are about to encounter. Ideally, they review their strategy with a third party and tweak how they plan to guide the meeting. This plan maps out what needs to be accomplished at the sales call and how to achieve it.
Written by Aaron Prickel Friday, 17 October 2008 00:00
For many salespeople, there is an inverse relationship between the size of their pending file (filled with opportunities they are pursuing) and the size of their commission checks. The bigger the pending file, the smaller the amount of the commission checks.
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