A top goal of successful companies is to change the negative perception of sales and affect the way sales leaders think about their sales training and hiring processes. Therefore, you must weed out the convincers and tellers and identify top sales performers when looking to add salespeople to your team.
There’s an assumption you will have to convince, tell, and live in a world of pressure if you become a salesperson. The perception of what a career in sales requires is all wrong.
There are times when disqualifying a prospect can be as valuable, if not more so, than qualifying a prospect. Disqualifying
Download and review the action items on the Buyer Facilitator Checklist. Evaluate yourself and see where you are on this list, know what you’re doing right, what you’re missing, and where you can improve.
