By: Bill Caskey
As sales trainers, we are guilty of making the sales process much more complex than it needs to be. There are a limitless number of options and objections that a prospect can give to you throughout the sales process, and so we make an effort to understand and counteract each one.
But that is a mistake. Instead, we should be focused on one thing: The First Call.
Because if the first call doesn’t go right, then the third call won’t go right. Consequently, in an effort to make to the first call correct, then you need to ask these three very simple questions of the prospect in whatever format you choose to ask them.