#817 Storming the Castle
More than a Few Words
English - February 14, 2023 13:14 - 12 minutes - 8.34 MB - ★★★★★ - 88 ratingsMarketing Business Entrepreneurship Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
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From our archive - Originally broadcast on 2/14/2020 enjoy this encore conversation with Matt Nettleton.
Sometimes, as a sales person heads out to make cold calls, it feels like they are trying to storm a castle. They prepare to battle their way in the door. My coach, sales professional Matt Nettleton says it doesn't have to be that way.
Armed with a series of strategic questions, and a willingness to really listen to the answers, a sales person can actually encourage prospects to lower their defenses and actually invite the sales person in.
KEY TAKEAWAY: Always go into a sales conversation with a list of prepared questions to uncover what a prospect really needs and guide the conversation.