When there is a long sales cycle, salespeople who always go into a presentation with a specific objective in mind are much more effective in creating business. So before every sales call, take a moment to determine what you think is the most appropriate advancement objective for this call. Of course it’s possible that your objective will have to change “on the fly” as you learn more about the prospect.
You may go in to a presentation with the objective of getting a contract signed, then discover that the person you’re meeting with is not the decision maker. At that point, your advancement objective obviously must change, perhaps to getting the person you are meeting with to introduce you to the decision maker.
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This blog by Peter O’Connor, Managing Director and Facilitator, Performance Partners Ltd. For Leadership, Management, Sales, Service & Teams Training, DiSC Profiling