Jeff Thull

PLEASE NOTE
Older CEO Refresher articles are no longer available. If you click through you will be taken to the Internet Archive site to find an archived copy.

Where traditional selling advocates that every prospect is a likely customer, and ‘goes for the yes,’ the diagnostic process gives salespeople permission to ‘go for the no.’ Most inefficiencies in sales come from spending too much time with too many prospects. The real skill in selling lies in recognizing the seven or eight out of ten who won’t buy, due to realistic observable conditions, and setting them aside temporarily or permanently.

Like this content? Why not share it?
Share on FacebookTweet about this on TwitterGoogle+Share on LinkedInBuffer this pagePin on PinterestShare on Redditshare on TumblrShare on StumbleUpon

Leave a Reply


or

Your email address will not be published. Required fields are marked *

This site uses Akismet to reduce spam. Learn how your comment data is processed.