Overview of the interview step

Quote:

Originally Posted by b_miller

If you like to read or have time another good book is the Sales Person Hand Book. This is a great read alot of great info

I haven't heard of that book before. Who is the author?

Quote:

Originally Posted by Agent Smith

Examples of the information you would want to know include:

etc., etc.

Did that answer your question?

What else would fall under etc., etc.?

Quote:

Originally Posted by Thomas

What else would fall under etc., etc.?

Expectations, agenda, conditions of sale/ terms, perceived challenges, perceived importance, perceived value, size of decision, contingencies, downside risk... to name a few more.

John MaxWell

Quote:

Originally Posted by b_miller

John MaxWell

I looked on Amazon but didn't find it.

Quote:

Originally Posted by kodah

I looked on Amazon but didn't find it.

I didn't find it either. Can you provide a link?

Quote:

Originally Posted by Agent Smith

Expectations, agenda, conditions of sale/ terms, perceived challenges, perceived importance, perceived value, size of decision, contingencies, downside risk... to name a few more.

Cool. Thank you for the help.

Try a lot of open ended questions to get the prospect talking. Use 'desrcibe' 'share' 'tell'....words like that. The more they talk the more nedds you will uncover. Needs lead to solutions. Hopefully, your product/service is the solution.

Susan

Overview of the interview step

Sales Interview Forum