Why do some of your salespeople neglect to stand firm in a negotiation? Why do some lag far behind in their prospecting? Why do some salespeople show up late to your sales meetings?
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Disclaimer: I am a lifelong San Francisco Forty-Niner fan.
Winning's Multiplier Effects
Effort counts ...sometimes even more than outcome by Jason Forest - March 10th, 2014
Article written by Jason Forrest - 1/17/14
Forrest Performance Group
In order to earn the right to sell, you must also earn your buyer’s trust.
Earning the right to sell takes a lot more than showing up and having “salesperson” on your name tag. Prospects aren’t obligated to trust or respect you; that is something you must earn.
Here are a few steps for earning the right to sell: