Sales is not a simple formula. You can’t plug a situation into an equation and expect the same result time and time again. There is an art to selling – it can’t always be taught through a textbook or professor. There are plenty of things that get overlooked or rushed throughout the sales process. When looking at your sales team, do they go beyond what training they had to close a deal or do they merely rely on a formula? It’s all about the three R’s when it comes down to it – research, rapport, and readjustment. Forget about this trio and you might be out of a deal.
FULL ARTICLE on our Spyglass Selling Blog