| Updates from Marvin Montgomery |
| Sales Tip #465 From The Sales Doctor Don’t Miss Your Exit! Last week, I was working with a Sales Team on the importance of recognizing the prospect’s Buying Signals. I asked the group if anyone had ever missed their exit while traveling down the freeway. Everyone said yes, and then we began to discuss some of the reasons why. A couple reasons were “I didn’t see it” or “I was preoccupied and passed it up.” The same thing can happen during the sale. If you miss the verbal (any question that says “tell me more”) or visual (nodding head in agreement) signal, you will miss an opportunity to trial close. Spend some time this week identifying the verbal and visual buying signals that are common in your industry so you don’t miss your exit (Opportunity to Trial Close). |
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