Discovery Meetings Selling Strategies for Sales Professionals

February 10, 2008

Keeping the door open!
Part one of a three part series on Discovery

You got your first meeting with the prospect. Now what are you going to do? Most sales professionals will tell you about the value of doing discovery but how many of us actually do it effectively? How many times have you or a sales person you know gone in to a discovery meeting only to make a sales pitch before knowing what the prospect’s problem really is? In part one of this three part series Mike and Joe talk about how to start a discovery meeting, the value of keeping the discovery door open and how to identify when its time to move to the next phase of the sales cycle.

Sales Podcast and Sales Blog

This weeks Master :

Wendy Weiss The Queen of Cold Calling
Website: www.queenofcoldcalling.com

Wendy Weiss, “The Queen of Cold Calling,” is an author, speaker, sales trainer, and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development.  She’s been featured in BusinessWeek, Entrepreneur Magazine, Selling Power, Sales & Marketing Management and various other business and sales publications. She is also a featured author in two recently released books, Masters of Sales and Top Dog Sales Secrets.

Wendy is the author of the self-study program, Cold Calling College and the book, Cold Calling for Women. You’ll also want to visit her site, www.queenofcoldcalling.com to download the free, special report, “How to Write an Effective Cold Calling Script.” Gain confidence, reach more prospects, close more sales and make more money..

Sales Podcast Show Notes:

Announcement Jim Ullery our buddy is holding another PROFESSIONAL SELLING SKILLS  class April 8, 9 & 10, 2008 in Albany, NY
Call Jim at 518-869-8600

Listen to this weeks Sales Podcast

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Posted in Discovery, Podcast, Sales Cycle