Sales Thought: Call Planning begins and Ends with Crafting Great Questions

Far too many sales people start the first customer meeting by focusing on their products. They seem to think that everyone who agrees to meet with them wants to hear about product features and functions. Let me assure you that potential prospects did not agree to meet with you just to listen to this. Interestingly enough, talking about features and functions on the first call is the exact opposite of what real sales pros do. The better sales professionals come to the first meeting with a customer or prospect and focus on learning about the prospect.

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