March 8, 2014 by Sandler Rules in Prospecting & Qualifying
Do you know why you’re showing up to the sale?
- Why are you doing all this?
- Salespeople keep score.
- What can you repeat?
Invest your time in the activities that take you measurably closer to the bank. Don't spend a lot of time and energy on the activities that don't. Stay focused on qualifying opportunities up-front, using specific criteria as benchmarkers.
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