Make the Sale Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (PAPERBACK)

RULE 29 Ask Why They’re Not Working with You Now

Jim, a young salesperson for a major telecommunications company, visited me in New York City. Jim knew very little about my company or the industry in which it operated. He had not been on all that many sales calls in his short career. Uncertain how to conduct the meeting, Jim decided to “improvise” his way through the first few minutes of the discussion.

After a few opening pleasantries, Jim took out a brochure and talked about his own product — we’ll call it the ABC brand cellular phone. He talked about how long he’d been selling for his company. He discussed the service arrangements his company offered. In short, he talked about everything except what my company did and how cellular phones might ...