WHAT’S IN THE WAY?
At this stage in the Universal Marketing Cycle, you are more than halfway home. With a full pipeline and consistent follow-up, you are bound to make plenty of sales, right? Well, usually that’s true. Finding the right people to contact, and persistently reaching out to them, will produce results in most cases. But sometimes, it’s not quite enough.
A sales conversation, whether it takes place in person, by phone, or even by e-mail, is a two-way exchange you have with a prospect to find out what he needs and describe to him what you can do. It’s a necessary step in almost every sale of professional services. If you’re not having sales conversations, it’s pretty likely that you’re not getting clients.
When you find yourself making ...
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