From Entrepreneur.com this week:
Forget the Sale–Go for ‘the Kill’
Create the scenario that can help you establish invaluable business relationships.
By Mark Stevens. September 22, 2008
All across the nation, thousands of salespeople are preparing for sales meetings. Sales calls. Cold calls. Networking sessions. You name it.
All are variations on the same thing. All are wastes of time. All are counterproductive. All are based on clichés taught by “sales trainers” who have never sold anything.
It’s time to change all of this Willy Loman nonsense, toss it in the waste basket and reject it as busy work that leads to the big looming question that haunts so many would be salespeople: “I wonder why I didn’t close the sale.”
A sales classic!