Reality – Expectations = Happiness

by Apr 10, 2019Blog0 comments

This is true in life and very true for sales. Expectations for the prospect must be set for each call! ‘The purpose of the call’ is an example of that. When their expectations are set, they will be more patient with you, lower their resistance level, and share more. Discovery Call Example: — ‘The purpose of the call, Bob, is to learn about one another and see if there could be a fit to work together. If we both see value on this call, next steps would be to do a demonstration with the appropriate people. If either one of us don’t see a potential fit, no problem. Does that work for you?’

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