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12/25/06 Tip of the Week. Sales Process: Tip 5 - Don’t rush to the demo.

December 25, 2006 from Mark Perry

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Often times, sales reps rush a prospect into a demonstration before fully understanding the prospect’s needs and/or timeframe for even further consideration. Not only does this put off and potential irritate the prospect, but it also makes for very poor demonstration results. Seek to first understand the needs and timeframes of the prospect and then, if qualified, pursue forward going discussions and demonstrations.


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