A prospect is 80% through the sales cycle before the first vendor contact. They know the vendors. They know the products. They even know how they will use the product. Now, they are ready to talk to the sales reps.
As a sales rep, how are you going to win this deal?
“Focus on serving the prospect and not selling the prospect.” That’s David Kurkjian’s answer to this question.
In this podcast, David shares:
Building a fulfilling sales career, a career that makes a difference in people’s lives.
How to recognize if you are a taker, matcher, or giver at your core.
Hit quota effortlessly using the Sales Conversation Roadmap.
Build relationships rooted in trust, not product.
How to pivot from selling to serving.
David Kukjian studied the behavioral science of human connection and applied it to sales success. Early in his forty-year sales career, he realized that “Selling is not about him. It’s about the prospect.”
Get out your notebook and listen to David’s secrets, insights, and wisdom. Then, do what he says. Your result will be rewarding in more ways than dramatically higher income.