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Dave Kurlan interviewed by BusinessTraining.com
- May 12, 2011
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Featured on BusinessTraining.com
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Get Your Veteran Salespeople to Take Baby Steps
- May 12, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You cannot script these questions. Your salespeople must be able to identify the questioning opportunities in real time while their prospects are responding to the question currently in play. This requires VERY focused listening, note taking, and patience. And the biggest challenge? Your salespeople must avoid the temptation to jump to a different question topic, jump to presentation, or jump in with a solution!