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Originally Posted by tbeezy
I am INDEED looking for a short cut. By definition, the sales process in a one call close is much more condensed than if I met with the customer 3-4 times before asking for the order. It is a lot like comparing a screwdriver to an electric drill. Both do the same exact job, but the process is different.
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why is the sales process more condensed? you're still doing the same things, identifiying needs, meeting them, dealing with objections, etc. there IS no short cut, in my experience, if you follow the process and do the job right, then the close is effortless.
I have always believed that a failure to close is MY fault, not the fault of the customer. It means _I_ did something wrong somewhere.
remember there are no low probability prospects, only low probability sales people
Pat
