From the course: Sales Discovery
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Engaging discussion
Over the course of my career, I've made thousands of calls to leads and prospects with the objective of developing them into an ongoing customer. Whether you're a new sales representative, or a seasoned professional, establishing rapport with your buyer takes time, and candidly, it can be a bit stressful. However, it is so important to break down the barrier and engage in collaborative discussions that will last throughout the entire sales process. Unless you can build trust with your buyer that starts with the very first call, you'll then face many obstacles that may even prevent closing a sale. Strong verbal skills are what often has lead many of us into the sales professionals. That's good because we enjoy talking and are excited to explain our product or service. That's also bad because the majority of us talk too much and aren't listening closely enough to our potential buyer. So what are the techniques to use to…
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