Don’t get run over

by Apr 10, 2019Blog0 comments

A typical problem new Account Executives have when making cold calls is as follows: When they’re lucky enough to speak with a prospect that is engaged and asking questions, the Account Executive answers them without asking anything back, acting more like an interviewee, instead of getting the prospect to talk about themselves. When you answer a question, you have the right to ask them a question. You can use a conversation twister like ‘Just so I know,’ ‘Just curious,’ or ‘Can I ask you a question about that?’ Sales is a language of questions.

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