Do you give away too much free advice? Do you invest countless hours without reaching an outcome with your prospect?
When your prospect constantly requests information, meetings, resources, references, presentations, demos and ultimately more and more of your company’s time, you are caught in a game of fetch. Though my dog loves retrieving the ball, even he stops chasing it if I don’t reward him from time to time.
Discover how to lead the sales process in a way that is comfortable for your prospect, and does not leave you giving a bunch of free advice that your prospect then uses without rewarding you and your team. Sales is not about persuasion, but is about rapidly getting to the truth in complex selling situations. Master the process to become outrageously successful targeting and winning business.