Are You a Lean, Mean Selling Machine?
4 best practices for fine-tuning your sales process
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Farquharson related this to a lesson his daughter learned in kindergarten that stuck with him. "I remember when my daughter came home from kindergarten 20 years ago, and she said, 'Daddy, we learned that we need to get our have-to's done before our want-to's.' I think salespeople do the same thing," he commented. "[Some salespeople] do their want-to's. They look at the things they've got to do and they say, 'Oh, I don't want to prospect,' and as a result, they don't prospect."
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Brendan Menapace
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Brendan Menapace is the content director for Promo+Promo Marketing.
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