If you have been in sales for any amount of time, you have heard the term “Trial Close”. But what does it mean? Simply, it’s a line of questioning used to gauge and feel out your audiences’ level of engagement
IMPORTANT: Presenting can be done face-to-face, video (zoom, Teams, Meet, GoTomeeting) or via phone. After all the years I’ve been in the sales consulting business the one phenomenon that I always find surprising is how many sales reps simply email
In the normal sales cycle there are so many different areas where a salesperson can stumble. For some, simply keeping their pipeline full and getting their ‘foot in the door’ can be a challenge. For others, the pipeline is always
NOTE: Before beginning the module, consider that if most your quotes are “blind RFQ’s” (meaning you have no opportunity to talk or engage the potential customer), then this module is less relevant. Let’s start by asking a few questions: These
What is it? It’s a rule to help you measure a customer’s true interest and the quality of an opportunity.