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Back to The Fundamentals of Sales with John Barrows - The Transaction - Ep #4
The Transaction
Starting Sales Calls with Informed Insights
Starting sales calls with the rep sharing what they know about the prospect's company based on prior research helps in engaging the prospect by showing initiative and willingness to learn, rather than jumping directly into business-related questions. This approach creates a more human and collaborative atmosphere, allowing the prospect to correct any misconceptions and provide valuable insights. Encouraging reps to prepare by researching the prospect's industry priorities and challenges beforehand can further enhance the effectiveness of the sales call.
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