Much like the 100m final at the Olympics, being in with a chance of closing a sale isn’t just about what happens in the closing stages of the race. It is the time, effort, discipline and strategy that has gone into the previous weeks, months and sometimes years that has enabled a salesperson to get to this point and be in with a…
Where does a new sale begin? When a member of the sales team picks up the telephone, right? Or is it when they click ‘send’ on that initial email to a prospect. That’s it. Oh, hang on, the first meaningful exchange on a social platform. That’s definitely it, right? Wrong. A sale starts much, much earlier… A sale begins with research. It creates…