More Ideas from Bill James ~ Issue 33 ~ November 2017

In sales one of the hardest to find (and scariest to approach) pieces of information is a potential customers budget. Because we shy away from it we end up with an awkward point in our sales conversation that can trip up the smooth progress towards a sale. How do we escape the ‘are you the cheapest’ conversation and add quality to the equation and how do we get a good indicator of what the budget may be?

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