Sales by Objectives (SBO): 20 Questions to improve sales call planning
Coaching Tip
DECEMBER 30, 2016
What good reason is there for the customer to buy the product/service from my company or from another supplier? Is this actually a "worthwhile" account? Is it worth the time and effort? WHY? Should this call have priority over other calls to be made today? WHY? What are the customer's real needs? Have I considered them from their point-of-view? Is the purpose of this call to secure an order?
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