* Getting a face to face appointment * Determining who the decision maker is
* Establishing a routine call pattern
* Uncovering a need
* Presenting a proposal
* Asking for the order
Each of these typical steps has unique circumstances that may need coaching to help a sales person move the process along.
This is where sale managers can make a big difference coaching in a focused way developing ideas, strategies and tactics to assist a sales person.
Focusing on the score doesn't move the ball down the field!
Copyright © 2014 Dave Neal
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