You should rarely accept a prospect’s first response. Actually, only after you have heard comments at least twice should you accept them as fact. A prospect will often throw out information as a way of trying to disengage you. This is a key reason why it’s important to ask great follow-up questions.
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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