2 Habits That Undermine Salespeople

Supposition – something that is supposed; assumption; hypothesis Think of supposition, in sales parlance, as being synonymous with stereotyping.  This is a dangerous approach to sale in that once you start making assumptions, you start derailing your qualifying skills.  In most prospect situations, once you stop truly qualifying you are headed towards prospects that are welded on your forecast 90 days out.  Eternally. Proposition – the act of offering or suggesting something to be considered, accepted, adopted, or done I suspect you are thinking of value proposition which makes sense.  I read an interesting post that turned that term upside down.  The author suggested selling to the customer’s value expectations… Read More

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