CHAPTER 10
The Speed of Responsiveness
In PART I, I took you through all the key ingredients for increasing your sales effectiveness—except for one. I left out responsiveness, which is the single most important skill you must master and integrate into your selling. It’s so important that it requires its own section of this book. If you’re not completely responsive to your prospects and customers, you’ll never reach the sales goals you have set for yourself.
A lack of responsiveness in sales affects companies of all sizes. As you’ll learn in Chapter 12, even a company like IBM, a global behemoth with virtually unlimited resources, suffers from poor responsiveness. It doesn’t have to be this way. Responsiveness is not only the most important sales ...
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