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How to be a Professional Salesperson.©
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Sales Training - People hear what they want to hear.

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Words can be very powerful.  And they can get you into trouble.  I have said to a prospect, “James, if you can commit to a three year contract, I can probably get you a discount.”  What James heard was, “I can get you a discount.” 

It is very important to follow up conversations where you are discussing pricing, terms, special considerations, etc. with written correspondence of what you actually said.  Then, make sure your prospect received it.  The next time you speak with them say, “James, I want to make sure you receive my email regarding….” 

Never take for granted what you think they heard.

Sales Homework
– Make it a habit to follow up any important conversations and/or conversations where money was discussed with written correspondence.

Sales Managers – Make sure your sales reps get into this invaluable habit and copy you on all the correspondence.  You never know when you will need it.     Read more...


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