It’s unlikely your line will be a match made in heaven for every buyer you see, however according to Melanie Wood the Director of Sales Training for MAGIC show producer Advanstar you should always begin by fully engaging the prospect.
Engaging the prospect is simply doing a quick overview of why your line is different or special…capturing the prospects attention and drawing them in….
Of course you’ll have to qualify them as a real potential customer very soon after your initial pitch…but pending a match it will only help if you’ve already gotten them hooked!
category: Sales
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