This is counterintuitive for most salespeople because they have read so many of the same kind of sales books….but if you do your work upfront you will be much more efficient, know what you are dealing with, and increase your closing ratio.
I would like to think I have all the answers, but I really don’t. Here is a blog post I found that I like a lot.
Let me know what you think.
Brick
This is great information for anyone in sales. We’ve all struggled with this from time-to-time. Thanks for posting it Brick.