29 February 2004
Jeffrey Mayer takes us through a scenario in which a salesperson is trying to build a relationship. He advises us to stop wasting time and get to the point. The only thing I might add to what Mayer suggests is a bit of awareness of the behavioral styles of prospects. With an awareness of the personality type you’re dealing with, you can still get to the point, but you’ll do it in a way that is compatible with your prospect.
Filed under: Careers