June 4, 2011 by Sandler Rules in Sales Process
Have you ever shared too much information, too soon?
• Have you taken a trip at the movies?
• Get the prospect to talk.
• Save your knowledge and expertise.
If you're routinely dropping off information, proposals, and marketing materials without really understanding your customer's buying motives- you are making a habit out of spilling your candy in the lobby. Don't give away too much, too soon.
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