This statement is going to sound blunt, but gathering information is always more important than giving information in a selling process. This truth may sound counterintuitive to the stereotypical sales process. However, it is crucial to understand this approach. The stereotypical thought is that good talkers make good salespeople. I hear this conventional wisdom every week when dealing with sourcing sales candidates. It is a well-established belief and it is completely wrong. Strong salespeople are more closely related to adroit investigators -they ask good questions, pursue the right topics, and drill down on ambiguous responses. The ability to understand this approach is to first realize who is running a qualifying… Read More
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