TAG: sales cycle

Meeting prep for successful salespeople

May 12, 2015By
Photo: ©istock.com/miki1991

While riding to a sales call, I asked the young salesman, “What’s the goal for this meeting?” Meet with the guy! “What’s your agenda?” Talk about the job! “Why should he hire you?” Because he likes us! “OK, but what objections might he have to hiring you?” What do you mean—objections? “If he has objections, what’s your negotiation strategy?” What... read more

Ep. 117: Rules of engagement

February 11, 2015By

Dave Marciniak of Describeit discusses the importance of sales cycles and evaluates on why they should be kept short. He also explains some excellent do’s and don’ts when it comes to your overall sales process. Finally, he talks about reasonable time frames for getting back to clients with a design or proposal. read more