No Thinking on Sales Call

Most salespeople spend too much time thinking when in front of a prospect. I am not suggesting that you turn your brain off. But if you are strategizing on the fly about your next move, analyzing what the prospect just said, or thinking about how to solve the problem, you are not listening to what the prospect is saying and you will miss clues or indications that you should follow up with a question. So don’t think! Stay present with the prospect and you will get more and deeper information. click the link to see a short video on the subject.