The Sales Professional: Make a pre-conversation plan

The Sales Professional: Make a pre-conversation plan

AD libbing is for amateurs. Using the professional sports world as a model, what football team would play a game without a game plan? What pitcher would face a hitter without knowing the "book" on him? What golfer would play a hole by just randomly selecting a club and swinging away?

The ones who are not champions, that's who.

The first several of these sales development columns have attempted to demonstrate the competitive

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