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The key takeaways from "New Sales. Simplified." that are actionable for salespeople include:
1. Own the agenda in in-person meetings to control the sales process.
2. Ditch the projector and use a pad and pen to make the meeting more interactive.
3. Treat the meeting as a dialogue, not a presentation. Listen more than you talk.
4. Sit on the same side of the table as the prospect to make the meeting less formal.
5. Deliver your sales story in three minutes or less.
6. Ask probing questions to understand fit and identify any specific roadblocks.
7. Do the actual selling.
Question was asked on:
If you get an in-person meeting, own the agenda so that you can own the sales process as well. A couple of tactical tips include ditching the projector in favor of a pad and pen. Treating the meeting like a dialogue rather than a presentation will work in your favor. On that note, be sure to listen much more than you talk. Consider sitting on the same side of the table as the prospect to dial down the formality as well. The core parts of your agenda will be delivering your sales story in three minutes or less, asking probing questions to understand fit and identify any specific roadblocks, and doing the actual selling.
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Do you find that most of your sales efforts go to waste? Understand the top reasons why people fail to generate new sales and become a true sales hunt...
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