Preparing for the Appointment

SalesLeave a comment

Before going on a sales call, you must be prepared, but “being prepared” means more than having an agenda, the relevant information about your prospect, and whatever items you may need.  Be prepared like a football star is prepared for the big game: scrimmage the call with a coach or team member prior to the…

Role-Playing

Leadership, SalesLeave a comment

Don’t think role-playing is the property of geeks; it’s an effective method of team practicing, and it gives sales leaders a sense of each team members attributes, skills, strengths, and weaknesses.  All of these come into play when sales professionals practice. Brainstorm some situations you know your team members will face at one time or…