Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
I am so sick of hearing salespeople say that they had a great conversation with a prospect. Do you know how rarely those good conversations convert?
Do yourself one favor today. The first salesperson you speak with who says he/she had a great conversation with a prospect - ask, "Why do you think it was so great?" Then listen to the reasons why they think the call was great and you'll fail to hear things like, "they had compelling reasons to buy" or "they told me about a real problem that we can solve" or "they are completely qualified to do business with us" or "they had trouble answering my questions" or "they loved my questions". It's more likely you'll hear, "We had a nice conversation" or "We had a lot in common" or "They want a proposal" or "They're not ready yet but they will be soon".
Now do me one favor. Help them understand the difference between a good sales call and a good converation.
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