If you don’t believe you have a right to know, your questions will sound a beggar asking for food than a partner discussing topic. You are an equal partner in the sales call and in the vast majority of cases the prospect will be asking you to do something that requires effort ort expertise (like write a quote or send some information or describe your approach). Since they are not paying for the quote or the information they at least owe you the amount they are willing to spend if they like what they see. It is as simple as that. If you grasp that concept and believe it whole heartedly, your sales process will flow much more smoothly and you will not waste time with unqualified prospects.
Salespeople have rights too
July 31, 2015 by
