Assess your current sales mindset and approach toward by analyzing your very last sales call.
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Were you generally pushing products and services or trying to really understand your prospect’s challenges, needs and concerns to offer solutions?
Who did most of the talking, you or the prospect?
Did you use a pre-planned, structured sales process or did you generally ‘wing it”?
Do you think your prospect saw you as more of a security system salesperson or a security solutions consultant?
Do you think you had an easy rapport with your prospect, or did you sense more tension and pushback?
Did you feel a need to “hard close” at the end of the sales call?
Did you focus more on emotional benefits or logical advantages?