Consultative Selling Won't Fill Your Pipeline
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Free PDF Download Leads Prospects and the Huge Gap Between - By Paul Johnson |
© 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.
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Free PDF Download Leads Prospects and the Huge Gap Between - By Paul Johnson |
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About the Author: Paul Johnson RSS for Paul's articles - Visit Paul's website Paul Johnson is Trouble Breaker #1 at Shortcuts to Results LLC. Paul enables clients to find and use business shortcuts that generate double and triple digit performance improvement. 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.shortcutstoresults.com Click here to visit Paul's website. Leads Prospects and the Huge Gap Between Consultative Selling Solves the Puzzle Your Product Cant Consultative Selling Fills an Important Gap for Buyers 100 Commission Equals Zero Percent Control Consultative Selling Addresses the Need Buyers Never Admit |
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