Really, who do your sales team work for?
Yes – that’s the question I want you to answer because from some of the sales teams I meet I know for a fact that even though their salary is paid by one company, their sales efforts are definitely benefiting their competitors.
So let’s see if this applies to you and your sales team.
Your sales team could be making it much easier for your competitors to win business from you if they are doing any of the following:
- Doing a great educational and highly informative pitch with the prospect, giving them all the information and wisdom they need, yet failing to ask for the appointment or the sale.
- Pitching to the gate-keeper.
- Not asking what the next stage is in the sales process. Always ask the question of the buyer ‘what is the next stage, once I have confirmed the quote…
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