The process of developing a winning strategy when it comes to selling capital equipment involves logic and intuition. In order to achieve a high level of success it is important to have a step-by-step strategy based on past success as well as a focus on the “soft” points of the sales process. The step-by-step process is the logic and the intuition is all about the soft points. These soft points are noted in the article to follow along with a description of the steps necessary to increase your closing percentage.
This soft side of sales involves an ability to understand … Read the rest