Your First Conversation With a Prospect
By John ChapinI was recently in a sales meeting for a company that I just started working with. One of the subjects that came up was how to handle the first interaction with the prospect.
By first interaction, I’m referring to the first conversation with someone who seems to have some interest and has decided to at least give you a few minutes of their time. In sales meetings, I’ll usually ask if someone has an example of what they do in that situation and if they could share it with the group. In this case, Wayne volunteered. He’s a veteran at … Read the rest