Five Questions to Ensure a Successful Sales Call

David M. Shedd - Move Your Company Forward

In his book, Spin Selling, Neil Rackham defines the four outcomes of any sales call:

  1. Win – the customer makes a firm commitment to buy
  2. Advance – the sales process moves forward towards a decision
  3. Continuation – the sales process continues, but does not move forward
  4. Loss – the customer actively refuses a commitment

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About bigdifferenceoflife

Trainer, Coach, Motivator & Sales Development Specialist
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