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Preparation and Follow-up to Fast Forward Sales Success with Connie Whitman (episode 193)
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“Don’t be afraid to give up the good for the great.” — John D. Rockefeller. The most significant areas where I see salespeople and sales teams drop the ball are at the beginning and end of the sales process.
Step 1 is preparation at the beginning of the sales process. To put this in perspective, when we are doing our external business development efforts, 90% of successful BD is preparation. Yes, 90%. What I see with the teams I work with is that they feel so busy that they forfeit prep time and go out and wing it.
In a recent survey - 82% of decision-makers (prospective clients) feel that the salespeople they deal with must prepare for the sales calls and show up ill-prepared. Interestingly, we cannot afford to show up unprepared and skip the extra work beforehand. When we prepare, the process accelerates, the prospect or client is more likely to say yes, and we feel a surge of confidence. It's like a flow of energy that makes everything seem effortless.
Let me share what I feel should be prepared before any sales conversations or efforts occur.
YouTube: https://youtu.be/zNLv-fIdAto
About Connie Whitman: Known for her high-energy, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching, Connie Whitman has been the CEO of Changing the Sales Game for 20+ years, helping business owners, leaders, and sales teams build powerhouse organizations.
Connie is a four-time #1 International Best-Selling author, including her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host. Her inspired teaching, transformational tools, and content ensure business owners and salespeople grow their revenue streams through enhanced communication skills.
She is thrilled to share inspiring content on her international podcasts “Changing the Sales Game” and “Enlightenment of Change.”
How to Get in Touch with Connie Whitman:
- Website: https://changingthesalesgame.com/
- Email: connie@changingthesalesgame.com
- Communication Style Assessment (CSA)™ Gift: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177
Stalk me online! LinkTree: https://linktr.ee/conniewhitman
Subscribe to the Changing the Sales Game podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week. Listen to Connie dive into new sales and business topics or problems you may have.
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