© 2007 Paul Johnson. All rights reserved.
But it will empty it. Consultative Selling is a sales process, not a lead generation system.
I make the distinction that lead generation is not part of selling, although it may be part of your sales job. Selling starts after you have a lead.
Many salespeople actually have two jobs. The first job is lead generation, which requires the salesperson to cull through a sea of suspects to identify potential sales opportunities, or leads. Once these leads are in the sales pipeline, then the selling can begin. That occurs when a prospect is willing to have a dialog to discuss their purchase objectives and is agreeable to actively consider alternatives and recommendations.
Without a lead, any sales process is useless. On the other hand, without a proven sales approach like Consultative Selling, many leads are wasted. All the energy and resources expended to generate each lead evaporate like gasoline on hot asphalt.
Use a sales process to help you capitalize on your lead generation efforts and make payday more exciting.
Visit http://ConsultativeSelling.com for a full definition of Consultative Selling and to learn more about where and how to apply it.
Consultative Selling Won't Fill Your Pipeline - To learn more about this author, visit Paul Johnson's Website.
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Paul Johnson
(Visit Paul's Website)
Paul Johnson is Trouble Breaker #1 at
Shortcuts to Results LLC. Paul works with
organizations to convert trouble into
double and triple digit performance
breakthroughs. Clients like ADP,
AutoNation, Nortel Networks, and Akzo
Nobel enjoy more revenues, more
productivity, with more simplicity, and
more confidence. Contact Paul at
888-320-7719, and visit www.sho
rtcutstoresults.com
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Paul Johnson sez: "I'm Looking for Trouble!" - Hey, that doesn't mean I'm looking for a fight. No, as Trouble Breaker™ #1, I'm here to help you get OUT of trouble. I deliver breakthrough results in 4 areas: Creating Curiosity (Marketing), Gaining Commitment (Sales), Managing Change (Leadership), and Achieving Results (Production). Here you'll find articles, tips, and resources to help you break past trouble and make things happen.
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