In this week’s show I interview Bill Hellkamp, founder of REACH Development Systems. We discuss the importance of questions and the art of “Discovery” and why most sales people fail to prepare questions prior to each meeting or telephone call.
CLICK HERE to learn more about Bill Hellkamp and REACH Development Systems. His organization specializes in presentation skills, sales development and leadership training. One of the most exciting concepts he has been working on is to combine group training with personal coaching, to provide more permanent improvement for each participant.
This week’s Sales Nugget: Prepare a set of questions in advance that will help you identify a need and the true motivation for a prospect or customer to change what they are currently doing. Remember, proper planning equals peak performance.
This week's resource: How I Raised Myself From Failure To Success In Sales, by Frank Bettger
This week's quote: “To be a great champion you must believe you are the best. If you’re not, pretend you are”. ~ Muhammad Ali
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