How to Turn New Clients into Business Partners :Three Truths and a Lie

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May 26, 2015

Truth # 1 – You Can Only Sell to Someone Who Can Buy
 • Don’t spend your time on resources who do not have the authority to buy
 • The process for our purchasing decisions are made need to be sniffed out

Truth #2 – A Prospect Must Recognize They Have a Need Before They Purchase
 • No sale is ever possible unless the person who has the authority to make a purchase recognize the need themselves

Truth # 3 – Your Buyer or “Coach” Must Have a Vision on How to Solve the Problem
 • The buyer must see how the current situation can be improved

The Lie – Sales is a Numbers Game
• It is far more productive to sell to prospects who meet the established pipeline or key account planning criteria

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