Recipe: Changing Whom You Have Sales Conversations With

One of the ways to have more sales conversations turn into closed sales is to have fewer sales conversations—fewer, that is, with people who aren’t qualified buyers. It’s tempting to have a sales conversation with anyone who will listen, but that just takes up time you could have spent finding better-qualified prospects. Review the suggestions in Chapter 9 for asking qualifying questions and finding higher quality leads and referrals to help with this goal.

Remember that the more people you can get to contact you, instead of you contacting them, the easier your selling task will be. Focusing more effort on professional visibility, generating referrals, and better website conversion can help ...

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