By Richard Schroder Preparation is perhaps the most critical trait of a successful salesperson. Proper preparation positively affects all phases of the sales process and is especially critical to formal sales presentations. Win Loss Analysis research shows that prospects both notice and favor a sales presentation delivered by a salesperson who comes across as well-prepared. […]
Tag: "Richard Schroder"
By Richard Schroder How well do you really know your prospects’ needs? Are you doing enough to surface and address your prospects’ concerns during the sales process? In Win Loss sales process debrief interviews, prospects frequently cite that salespeople fail to truly understand their unique needs. In these Win Loss interviews, prospects rate the winning […]
By Richard Schroder How do you create a personal connection with your prospects? Do you have a plan of how you will build rapport with your prospect going into a sales call, or do you leave it to chance? Building rapport with prospects is a key component to winning in sales situations. Win Loss Analysis […]
By Richard Schroder Think back to all your sales situations over the last year. How many meetings did you have with real decision makers versus day-to-day prospects who seemed to support your offering but lacked decision / budget authority? How many of the latter type of situations did you win and lose? My instinct is […]