How to Become an Absolute Necessity to Your Prospect and Build Rapport in the Process

February 24, 2017

A Powerful New Course in Consultative Selling

Working the CLIENT™ Need category is about ensuring decision integrity. How is the prospect going to make a decision, and how are they going to know that they made the best decision? What things are they going to look at, what criteria and what evidence are they going to have to rely upon to know that they made a good decision?  More...



Leave a comment

Comments will be approved before showing up.


Also in The Sales Training Blog from Score Selling™

Getting the First 30 Seconds with Your Opening Statement

February 24, 2017

So what do you say first on a cold call which gets you the next 30 seconds?

A very clear introduction of who I am and what company I am from followed with; 

"Have I caught you at a bad time?" 

Read More

Impact is the COST of the problem, not just the problem itself

May 01, 2015

Read More

What is the cost of the problem that your solution removes?

April 17, 2015

Read More