3 Main Points to Focus on in the Professional Sales Process
<< by Justin Champion on July 29th, 2011
Yesterday, I listened to a webinar by Ian Altman of Grow My Revenue, where he discussed how to communicate with prospects to help guide them through the professional services sale. To better understand a prospects situation you must focus on 3 main areas on “why customers buy:”
- It’s all about them
- Find a problem you can solve
- Issue, Impact, Importance
Practice each of these points and help the sales process go a lot smoother.
